Job Summary:

Senior sales position will be responsible for maintaining and growing high-value, long-term relationships within a select group of approximately 25 named accounts valued collectively at over $300 million. The ideal candidate is a seasoned professional with a proven track record of closing seven- and eight-figure deals, providing strategic guidance and exceptional service to some of our most impactful clients. In this role, you will serve as a trusted advisor, leveraging your extensive knowledge of K-12 technology solutions and navigating complex, solution-based sales cycles. This position involves substantial face-to-face interaction with customers, frequent travel within California, and close collaboration with cross-functional internal teams and manufacturer partners. Your ability to deliver results at a high level while managing multiple stakeholders and initiatives will be key to your success.

Supervisory Responsibilities:

• None.

Duties / Responsibilities:

• Directly manage a portfolio of ~25 strategic, high-value named accounts, cultivating relationships with key decision-makers and stakeholders.
• Identify and develop large-scale sales opportunities, routinely closing seven- and eight-figure deals.
• Provide a trusted-advisor approach, offering consultative guidance and aligning solutions with customers’ long-term strategic goals.
• Meet with customers in person—particularly throughout California—to gain a deep understanding of their needs and deliver personalized recommendations.
• Develop robust product and services knowledge, including cutting-edge K-12 technology solutions, to effectively address customer inquiries and opportunities.
• Create and maintain comprehensive sales forecasts and key account metrics, ensuring timely and accurate reporting.
• Collaborate closely with internal pre-sales, project management, and support teams to ensure seamless solution delivery and outstanding customer satisfaction.
• Partner with manufacturer sales representatives to build pipelines, secure best-in-class solutions, and close large-scale engagements.
• Demonstrate a high level of professionalism, expertise, and credibility in all customer interactions.
• Performs other duties as assigned.

Required Skills/Abilities:

• Significant experience in high-value account management, with a strong history of closing seven- and eight-figure deals.
• Proven success in the K-12 technology market, ideally including familiarity with classroom, student, and campus product portfolios.
• At least ten years of experience in the IT industry, with a strong foundation in education technology solutions.
• Demonstrated proficiency in using ERP/CRM tools (e.g., NetSuite or similar) for managing opportunities, forecasting, and pipeline development.
• Expertise in Microsoft Office suite
• Ability to navigate state contract vehicles 
• Exceptional communication, negotiation, and presentation skills, with the ability to engage effectively with both small and large audiences.
• Proactive, resourceful, and detail-oriented approach with excellent organizational skills.
• Positive, customer-focused attitude and the ability to build genuine, long-lasting client relationships.
• Reliable transportation and willingness to travel regionally, with an emphasis on California-based customer engagements.
• Strategic Thinking & Visioning: Able to see and communicate the big picture in an inspiring way. Determines opportunities and threats through comprehensive analysis of current and future needs.
• Creativity & Innovation: Generates new and innovative approaches to problems

• Excellent verbal and written communication skills.
• Education related technology experience preferred.
• High energy, self-motivated, proactive team player; demonstrated ability to provide innovative ideas to drive customer retention.
• Strong interpersonal skills and experience building strong internal and external relationships; strong written and verbal communication skills.
• Diplomacy, tact, and poise under pressure when working through customer issues.
• Proficient in MS Office Suite, Salesforce or like CRM system. (or whatever system is needed)
• Strong analytical skills – familiar with (add any system experience required)
• Familiar with contracts and terms of service.

Education and Experience:

• Excellent written and verbal communication skills
• Ability to multitask, organize, and prioritize work
• Ability to form relationships with decision makers and personnel within accounts in the assigned territory
• Familiarity with technology products and services

Travel:

• 35% – 50% travel within CA territory required – customer meetings and trade shows