Account Executive, ANZ Secondary Sales

at  Turnitin LLC

Company Description
When you join Turnitin, you’ll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, Ouriginal and ProctorExam.
Turnitin has offices in Australia, India, Indonesia, Germany, Japan, Korea, Mexico, the Netherlands, the Philippines, Sweden, Ukraine, the United Kingdom, and the United States. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Come join us, and let’s make change together.
Job Description
Turnitin is seeking an Account Executive to join our Secondary Education Sales Team. We are searching for someone who demonstrates a passion for education and the impact technology can make in secondary education. The candidate should have a solid understanding of the secondary education market in Australia and New Zealand, be entrepreneurial in spirit, collaborative and able to contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.
The Account Executive will lead new business efforts in secondary schools across Australia and New Zealand, working to maximise opportunities for growth against a strategic growth plan, managing all client/customer interactions, product demonstrations, meetings, etc. to build pipeline and close sales.

REQUIREMENTS:

• BA/BS degree required
• Understanding of the secondary educational system in the region
• 5+ years of related work experience with demonstrated success in a sales hunter role
• Results driven, self-starter
• Strong interpersonal, communication and negotiating skills
• Strong verbal and written skills with an excellent phone presence
• Proven ability to work remotely and effectively with a remote team
• Familiarity with use of Apple computers, G-Suite business applications, and Salesforce
  Additional Information
  Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes.

Our Values underpin everything we do.

• Customer-Centric - We realize our mission to ensure integrity and improve learning outcomes by putting educators and learners at the center of everything we do.
• Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace that enables them to do so.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
• Action & Ownership - We have a bias toward action and empower teammates to make decisions.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.

• Generate a strategic territory plan to forecast, own, and achieve annual sales targets, meeting or exceed quarterly and annual sales goals.
• Carry out strategic research to build and maintain a pipeline of new business through inbound leads and outbound prospecting using a multi-touch strategy and various media.
• Successfully qualify opportunities through effective and personalised discovery.
• Lean into the needs of the client and understand their pain points and levers in order to craft the best solution to their needs.
• Convey our unique value proposition in conversations and product demonstrations which have been tailored to meet a prospect’s pain point and needs.
• Target, build and maintain relationships with potential new clients.
• Develop and execute daily plans to demonstrate productive sales activity, managing essential data tracking activity and progress in Salesforce CRM and any other systems.
• Navigate educational institutions to sell the right products to the appropriate stakeholders, quickly identifying the decision makers.
• Work closely with the immediate team and internal stakeholders including marketing, client success, sales engineers and product solution specialists to ensure a first-class client experience (speedy responses, complete responses, accurate, well-presented data and carefully worded professional communications).
• Keep up-to-date with and leverage market trends, partnerships, and government policy changes.
• Participate, as needed, in network building opportunities including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
• Communicate and collaborate effectively across internal teams.
• Ensure that accurate monthly, quarterly and annual forecasts are provided to the manager.
• Demonstrate proper use and knowledge of Turnitin specific systems (Salesforce, Groove, Zoom, etc.)
• Develop professional growth by reviewing trade publications, establishing and leveraging personal networks and participating with professional organisations and events.
• Demonstrate initiative to improve understanding of educational trends and legislation in territory.
  Qualifications