Director - Sales - Blackboard - Washington

Job description
Working side-by-side with our clients, Blackboard is the market leader in Educational Technology platforms across the globe. Our academic, commerce, communication and security solutions are targeted to primary, secondary and post-secondary institutions, delivering highly engaging, high quality learning experiences that ensure strong outcomes, educator efficiency and cost savings through shared services and state-of-the-art technology. More than 20 million users experience Blackboard for online teaching and learning, campus and community engagement, sharable content collaboration, mission critical communication and commerce and security services, integrating Web-enabled student services with mission-critical business processes and back office systems.


POSITION RESPONSIBILITIES

The Blackboard Growth Accounts Team is experiencing exciting change! Blackboard is seeking a sales leader with a proven track record of managing a sales team in the education or technology industry. He/she must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of their team members. The RVP will spend the majority of time working with salespeople to coach, counsel, and mentor them in all aspects of sales effectiveness. The RVP will lead a team of 7-10 sales professionals whose performance influences that of division. As such, the demands for proven and seasoned business leadership are critical.

Serve as a mentor to front line sales executives in solutions selling, executive relationship development and client service.
Work with the Vice President of Sales to identify strategies and tactics as well as developing a strategic business plan to successfully achieve the targeted sales for these markets.
Driving the sales team on a daily basis to achieve stated goals and quotas. This will be accomplished by following account activity, close rates, time-to-close data and strong pipeline management.
Develop sales objectives, manage the development of plans, and consistently and accurately forecast quarterly and annual revenue streams.
Work closely with marketing and other executives to develop pricing strategies and sales campaigns customized to our clients.
Establish performance quality measures to help assess team and individual performance levels.
Review regular results assessments of sales staff productivity and reports to executives.
Serve as escalation point for any client or team issues.
Create processes and incentives to ensure high standards of performance.
Ensure that training programs are developed and implemented; collaborate with customers, sales unit, customer support, and customer education to establish effective programs.
Work cross departmentally throughout Blackboard to properly position and promote strategic sales team for operational success.
Represent Blackboard at national conferences, client meetings and other public forums.
Communicates with customers to assess customer satisfaction level with services and products.

PROFESSIONAL QUALIFICATIONS

High degree of personal integrity and ability to collaborate with others in a team based environment.
Bachelor’s degree in Business, Marketing, or Technology related area. Advanced degree preferred.
10+ years of professional sales management experience, with 5+ years managing outside sales reps.
Sales leadership experience in Education sector a plus.
Excellent management, coaching, and mentoring skills with the ability to effectively direct the organization’s domestic sales and field operations in order to maximize revenues and profits.
Strong listening and communication skills and style appropriate for the higher education industry
In-depth knowledge of and experience using Solution Selling methodology.
Ability to ramp up quickly and gain knowledge of company’s products/services and pricing practices.
Excellent time management, communication, decision-making, human relations, presentation and organizational skills.
Proven ability to establish strategic alliances with key decision makers and effectively navigate the organization, combined with the ability to model and instruct direct reports to do the same.
Ability to prioritize and delegate in a resource constrained environment and re-
Proven experience as a valued contributor to the leadership team in strategically supporting a business through rapid growth and/or change
Meaningful network among the technology and enterprise software community and / or the ability to quickly establish credibility and rapport with a large and diverse client and partner base.
Extremely high energy, work ethic and stamina to perform consistently and at a high level in a very demanding environment.
Large Account Management training (LAMP or other)

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