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Location

Brighton, East Sussex | United Kingdom

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Job description

At Totara, we are renowned for delivering innovative products and supporting our customers with the utmost efficiency. We are setting the benchmark for excellence in the Learning Management System (LMS) industry. As part of our strategic growth plan, we’re looking to recruit a Sales Account Executive to join our team based in the UK.

Job Overview
The purpose of the Sales Account Executive role is to help our partners and customers by selling and helping manage the delivery of a compelling hosting service. This role will be a strong contributor to successfully bringing a well-thought-out offering to market, and ensuring our hosting and associated partner support services evolve and mature to maintain market fit and complement the wider partner ecosystem (i.e. avoid direct channel conflict with our indirect channel partners).

Working with the Cloud Services team, Senior Consultants, the Support Desk and our Marketing team, the Sales Account Executive will focus on creating and selling a commercially successful offering that strengthens our overall partner ecosystem. By contributing to the design of the service model, as well as driving initial uptake, the Sales Account Executive will establish a robust and growing annuity-based revenue stream that enhances Totara’s overall product and services business model.

Responsibilities

• Responsible for the development and implementation of a comprehensive sales strategy for Totara Cloud Services.
• Lead the sales process from business development prospecting through contract signing, and post-sales support.
• Identify and engage senior decision-makers across prospects and key partnerships, articulating the benefits of Totara’s cloud services and explore opportunities for the company to gain a larger share of customer wallets.
• Work with Marketing to support lead generation activities.
• Build and maintain productive business relationships with key customers and Totara partners.
• Understand partners’ and customers’ pain points and correlate business value to their needs.
• Manage a sales pipeline, update and maintain customer information using Totara’s systems and processes.
• Provide colleagues with appropriately detailed call notes to ensure the opportunity is understood and next steps are clearly defined.
• Create buy-in for the product vision both internally and with key external partners.
• Represent the company by engaging with partners and customers to solicit feedback on company products and services.
• Monitor and ensure the provision of the highest quality services to customers and oversee the design and deployment of an effective customer success framework.
• Identify areas for growth to help drive adoption of Totara solutions.
• Make creative recommendations to expand customer base and our product and service offerings.
• Prepare periodic activity reports, focusing on the achievement of sales targets and opportunity pipeline.

Requirements

• Self-starter with highly developed interpersonal skills and organisational skills, perceptive and result orientated who is prepared to work in a fast-paced, demanding environment.
• Strong problem-solving skills and willingness to roll up one’s sleeves to get the job done.
• Skilled at working effectively with cross-functional teams.
• Strong business acumen.
• Excellent written communication skills.
• Proven ability to influence cross-functional teams without formal authority.
• Excellent verbal communication, presentation and leadership skills.
• Ability to travel (primarily EMEA).
• Knowledge of learning and performance management technologies is a distinct advantage.
• Minimum of 2 - 5 years experience in a business development role.
• Must be fluent in speaking Spanish, any additional languages would be advantageous

What We Offer
Autonomous, supportive working environment where you can be a part of a team that has a direct impact on our team's culture and wellbeing.
Totara is what it is because of our people. Our goal is to provide the spaces and support for our people to do their best work, and be celebrated as part of our team. Joining our team means joining the pursuit to create effective and engaging learning workplaces for all. We’re growing and are looking for people who are excited about making an impact.

If this sounds like you, we’d love to hear from you!

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Job tags

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Salary