Who We Are: CBORD and Transact have come together as industry leaders in integrated technology solutions, powering housing, access, foodservice, nutrition, eCommerce, card systems, and innovative payment, mobile credential, and commerce solutions. Our technology supports K-12 and higher education, healthcare, senior living, and business campuses, creating connected campus experiences that simplify operations and enhance lives. With a mobile-centric ecosystem and partnerships with over 1,750 institutions, we are dedicated to improving the student experience across all aspects of campus life.
Title: Account Executive
Location: Remote within the US
Territory: Texas
The Responsibilities:s Campus ID/ Campus Commerce Higher Ed Account Executive, you will be responsible for Account Expansion and Net New client acquisition within the territory. You will meet or exceed sales objectives of the assigned territory by promoting and selling the Transact+CBORD solutions through a consultative selling approach that effectively aligns the products to customer business objectives while demonstrating a quantifiable value proposition for the customer.

Specific responsibilities will include:

• Generating new sales into accounts
• Expanding existing account sales within the territory
• Meeting and exceeding established sales quotas
• Managing a complex, enterprise sales process with a 12 month to 24-month purchasing cycle
• Expanding the revenue opportunity within new accounts by selling incremental follow-on business
• Taking on the role of “Virtual CEO” on all RFPs; working with the RFP team to have a complete understanding of the institution needs including an understanding of the platform the institution requires, partner requirements, price sensitivity, incumbent product, potential objections or concerns, Transact+CBORD’s strategic value proposition, and any other relevant information necessary for a successful sales process
• Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate
• Being well informed about higher education commerce and security industry trends and being able to talk intelligently about the industry
• Becoming familiar with all Transact+CBORD partner relationships and how they relate to Transact sales.
• Becoming proficient with our CRM; effectively using the tool to enter all sales information into this system to support accurate and proper forecasting/reporting
• Keeping abreast of competition, competitive issues, and products
• Attending and participating in sales meetings, product seminars, and trade shows
• Preparing written presentations, reports, and price quotations
• Assisting in contract negotiations
• Managing sales pipeline
• Effectively and efficiently employing resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale
• Defining and executing territory sales plans
• Developing positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering, and other departments, as needed
• Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team

THE REQUIREMENTS:

• 5+ years enterprise sales or equivalent experience
• Knowledge of the Higher Ed or public-sector market
• Successful achievement of $2M+ quotas, using a consultative selling methodology
• Ability to manage a pipeline of 50+ accounts at any given time
• Ability to work in a team environment
• Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting, and discussing solutions with C-level and other decision-makers
• This position requires the AE to work out of a home office
• Travel: Expect 40-60%+, dynamically adjusting when required

• Generating new sales into accounts
• Expanding existing account sales within the territory
• Meeting and exceeding established sales quotas
• Managing a complex, enterprise sales process with a 12 month to 24-month purchasing cycle
• Expanding the revenue opportunity within new accounts by selling incremental follow-on business
• Taking on the role of “Virtual CEO” on all RFPs; working with the RFP team to have a complete understanding of the institution needs including an understanding of the platform the institution requires, partner requirements, price sensitivity, incumbent product, potential objections or concerns, Transact+CBORD’s strategic value proposition, and any other relevant information necessary for a successful sales process
• Continually learning about new products and improving selling skills; attending training events throughout the year and participating in self-paced tutorial learning when appropriate
• Being well informed about higher education commerce and security industry trends and being able to talk intelligently about the industry
• Becoming familiar with all Transact+CBORD partner relationships and how they relate to Transact sales.
• Becoming proficient with our CRM; effectively using the tool to enter all sales information into this system to support accurate and proper forecasting/reporting
• Keeping abreast of competition, competitive issues, and products
• Attending and participating in sales meetings, product seminars, and trade shows
• Preparing written presentations, reports, and price quotations
• Assisting in contract negotiations
• Managing sales pipeline
• Effectively and efficiently employing resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale
• Defining and executing territory sales plans
• Developing positive relationships with other employees in Marketing, Product Support, Global Services, Finance, Engineering, and other departments, as needed
• Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales tea