Job Title

Strategic Account Executive

Job Description

For more than 80 years, Kaplan has been a trailblazer in education and professional advancement. We are a global company at the intersection of education and technology, focused on collaboration, innovation, and creativity to deliver a best-in-class educational experience and make Kaplan a great place to work.

The future of education is here and we are eager to work alongside those who want to make a positive impact and inspire change in the world around them.

The Strategic Account Executive (KNA Strategic Accounts) develops and executes business strategies that will create and expand relationships, as well as meet revenue targets within an assigned book of business. The Strategic Account Executive (SAE) owns the customer relationship for the assigned territory and must be able to communicate Kaplan North America’s breadth of products, solutions, and initiatives.

The SAE is responsible for developing and executing a territory business plan along with account level strategies. The SAE is the decision maker in all matters of significance pre and post initial sale (CEO of their assigned territory), including but not limited to, program development, product sale, pricing negotiation, contract development and execution, and growing the assigned business lines for the assigned territory and accounts. The SAE is also responsible for ongoing business development within their assigned territory.

This will be a base salary plus commission role. This is a B2B sales position.

Primary Responsibilities

• Deliver on financial objectives, including goal attainment and expense management, and follow the Kaplan Sales Process to maximize growth potential.
• Use independent judgment and discretion to create and execute a territory plan for an owned book of business that grows both exam and KPA/LPD business, as well as develop account business plans for aligned customers.
• Perform product demonstrations, deliver Kaplan North America’s value proposition to support each client, as well as develop and deliver proposals that address client needs.
• Build, maintain, and grow key customer relationships within the assigned book of business, actively working to capture market share, and share of wallet within each account, with product expansion, new contract developments, and new contact relationships.
• Conduct client facing activities, independently and effectively, to drive stronger partnerships and revenue growth across assigned accounts, leading and communicating with client account teams as needed.
• Work collaboratively and cross functionally with Kaplan North America’s resources to
• achieve financial results.
• Through research and interactions with clients, maintain an understanding of clients business model, goals, organizational structure, and competitive landscape.
• Maintain and be able to deliver a strong base of product knowledge across all product lines responsible for, as well as knowledge of Kaplan North America’s learning technologies, processes, and tools to help clients solve key business issues.
• Understanding of the competitive landscape within each product vertical and be able to speak to Kaplan North America’s differentiators.
• Independently manage pipeline and activity to hit forecast and monthly quota expectations.
• Ability and willingness to travel up to 40%. Travel may require airplane and overnight stays.
• Other duties as assigned by management.

Minimum Qualifications

• Bachelor’s degree or equivalent , business or related field preferred.
• Selling experience in professional services, account management, or regional sales. Minimum 3+ years
• Financial and business acumen.
• Well-developed probing and listening skills, to be able to uncover and understand client issues, challenges and needs.
• Ability to manage and overcome client objections and concerns.
• Ability to persuade and communicate effectively over the phone, video, and in person, and use technology to progress the sales cycle.
• High energy and self-motivated and ability to work in a complex environment that frequently changes.
• The ability to work independently and self-sufficiently.
• Problem solving focus.
• Prior experience using Customer Relationship Management (CRM) solutions.

Preferred Qualifications

• 5+ years of selling experience in a B2B environment with demonstrated results in selling to the C-suite.

We offer a competitive benefits package including:

Remote work providing flexible work/life balance
Comprehensive Retirement Package automatically enrolled in The Company Contribution Plan (8-10% annual company contribution based on tenure)
Our Gift of Knowledge Program provides tuition assistance and substantial discounts for our employees and close family members
Competitive health benefits and new hire eligibility starts day-1 of employment
Generous Paid Time Off includes paid holidays, vacation, personal, sick paid time-off, plus one (1) volunteer day and one (1) diversity and inclusion day to participate and give back to our local communities
And so much more!

#LI-JB1

#LI-Remote

This position is a Salary Grade B: $64,000 to $202,600

Location

Remote/Nationwide, USA

Additional Locations

Employee Type

Employee

Job Functional Area

Sales

Business Unit

00079 Kaplan Professional

At Kaplan, we recognize the importance of attracting and retaining top talent to drive our success in a competitive market. Our salary structure and compensation philosophy reflect the value we place on the experience, education, and skills that our employees bring to the organization, taking into consideration labor market trends and total rewards. All positions with Kaplan are paid at least $15 per hour or $31,200 per year for full-time positions. Additionally, certain positions are bonus or commission-eligible. And we have a comprehensive benefits package, learn more about our benefits here.

Diversity & Inclusion Statement:

Kaplan is an Equal Opportunity Employer. Our employees’ diverse range of perspectives, ideas, and backgrounds give Kaplan a competitive edge in anticipating and surpassing the needs of our students in today’s global marketplace. We are dedicated to cultivating an inclusive workplace that values diversity, promotes equity, and integrates inclusivity into all aspects of our operations. We strongly believe that diversity strengthens our organization, fuels innovation, and improves our capacity to effectively serve our customers and communities. Learn more about our culture here.

Kaplan considers qualified applicants for employment even if applicants have an arrest or conviction in their background check records. Kaplan complies with related background check regulations, including but not limited to, the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. There are various positions where certain convictions may disqualify applicants, such as those positions requiring interaction with minors, financial records, or other sensitive and/or confidential information.