Excelsior University is an accredited, not-for-profit university with a main campus in Albany, New York and an educational site in St. Petersburg, Florida. Excelsior has been delivering on its mission to provide educational opportunities to students since 1971. The institution has a long history of welcoming learners from diverse backgrounds, particularly those who do not see themselves reflected in traditional higher education. Excelsior is committed to student support and academic excellence and believes education is for everyone.
The Center for Executive and Professional Education (CEPE) at Excelsior University is a comprehensive, multi-division learning ecosystem that supports individuals and organizations across the full employee lifecycle through partnership programs managed by Strategic Partnership and Alliance and Center for Leadership (C4L) teams. The Center will deliver programming in three key areas: career readiness and workforce essentials; professional and career advancement; and executive leadership and education. Through these integrated learning pathways, the Center will strengthen Excelsior University’s position in the national workforce development landscape, expand opportunities for adult and professional learners, enhance partnerships with employers and community organizations, and generate substantial long-term revenue growth for the institution.
Reporting to the Senior Director of the Center for Leadership, the account executive is responsible for business to business consultative sales and key account management. The role requires outstanding relationship building and consultative selling skills combined with the ability to hit and exceed sales and profitability targets. Key activities include creating and implementing account strategy, senior level and mid- level contact development, new account generation in a virtual/remote environment, driving sales process from lead to contract signature. Capabilities in and understanding of complex business concepts and critical leadership attributes are required to support a consultative selling approach. An entrepreneurial, growth mindset and creative problem-solving skills are needed to support the continued growth and expansion of client services.
Depending on location, this position may require the ability to work from a home office. Albany-based and St. Petersburg/Tampa staff are expected to work onsite for a minimum of two days per week. Candidates in other locations will work remotely. This position may require some regional and national travel (including weekend and overnight travel).
ESSENTIAL DUTIES AND RESPONSIBILITIES
- In conjunction with the Senior Director for C4L, set aggressive yet achievable sales targets, and a detailed annual sales plan aimed at achieving these targets
- Prospects, acquires, and retains high value client engagements
- Able to use performance consulting skills to diagnose client needs and propose educational solutions with business impact
- Leads key accounts to achieve and maintain required level of client satisfaction, revenue, profitability and margins
- Forecasts sales pipeline and manages time and activities to address pipeline fluctuations
- Utilizes value-based pricing to establish the Center for Leadership as a high value, differentiated brand
- Convert marketing qualified leads into sales opportunities. Inform the development of campaigns to reach target markets in efficient and effective ways.
- Leverages partnerships, faculty, and external relationships to be sources of leads and additions to the Excelsior University learning community
- Leverage social media (e.g., LinkedIn) to make connections and generate leads
- Deliver on revenue, margin, and client satisfaction metrics, adjusting processes and policies as needed based on market demand and goal achievement
- Leverage digital tools; Salesforce, ZoomInfo, etc. as needed to support growth
- Support a community of practice with talent/learning and business leaders through targeted outreach and events
- Develop relationships across the university to align C4L initiatives with institutional priorities and academic offerings.
- Collaborate with other CEPE, C4L, and SPA team members to ensure best use of resources and best practices.
- Ensure consistency with Excelsior’s brand to ensure delivery of a consistent, branded, and accurate message.
- Other duties as assigned.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
- 5+ years of Sales experience, preferably in talent and leadership development consulting and B2B sales.
- A passion for helping leaders excel and improving business outcomes.
- Business development, account leadership, and large sale closing skills are essential.
- Capability and experience in working with senior executives from major corporations.
- Knowledge and relationships within Human Resources, Learning and Development, and Organizational Development fields preferred.
- Demonstrable success leveraging consultative sales methods and practices.
- Knowledge and experience in working with a variety of industries, or ability to quickly assimilate information about diverse industries and business models.
- Proven track record of sales in professional services industry.
- Proficiency in Word, Excel, PPT.
- Demonstrated capability in leveraging social media (e.g., LinkedIn) to make connections and generate leads
- Ability to use Salesforce CRM preferred.
- Understanding and experience with account management and new business development
- Closing skills in line with a high-level sales process in professional services
- Learning and development industry experience preferred
- Ability and desire to work with multiple, diverse stakeholders across complex organizations and different populations and recognize opportunities for growth.
- Strong project management experience and the ability to prioritize and manage multiple tasks and priorities effectively.
- Demonstrate creativity, enthusiasm, and openness to innovation.
- Ability to master a wide body of knowledge and information.
- Interpersonal, oral, written communication, and presentation building and delivery skills.
- Organizational, analytical, decision making, and problem-solving skills.
- Ability to excel working fully remote or hybrid in a professional, private, and quiet workspace managing multiple priorities and meeting deadlines and goals.
- Ability to review/prepare accurate detailed documents.
- Self-disciplined with proven ability to work independently and with initiative to successfully achieve goals and objectives.
- Ability to travel. Conference attendance, partner/student engagements, and off-site meetings will be required. Occasional weekend/evening hours and overnight travel.
- A valid U.S. driver’s license.
EDUCATION and/or EXPERIENCE
Bachelor’s degree from a regionally accredited institution required. At least 5 years of work experience in a related role, such as sales, business development and account management, marketing, admissions, or recruiting required. Experience working in Higher Education or other learning-related field with adult learners a plus, as is additional professional work experience.
The hiring salary range for this position is $100,000.00 - $110,000.00. The hiring salary range above represents the University's good faith estimate at the time of posting.
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
