Purpose
At Liaison, we’ve helped higher ed institutions build better, more diverse classes for three decades. You may recognize us as the company behind the Centralized Application Service (CAS), Enrollment Marketing services and platform (EMP), SlideRoom, Time2Track, TargetX (CRM) and Othot.
Everything we do is focused on taking that proven success and expanding its scope and scale. Over 31,000 programs on more than 1,000 campuses see us as a forward-thinking partner integral to meeting their total enrollment goals — and we’re building the data- and mission-driven team that will reinforce our role for decades to come.
The AVP, Enrollment Management Solutions is tasked with selling a suite of SaaS-based enrollment technology solutions and services that include applications for enrollment, application processing software, application processing services, CRM, retention, analytics and marketing services. Primary responsibilities for this role will include lead sourcing, discovery, pitching, demonstrating, negotiating, and closing new business opportunities, by means of a consultative, solution selling approach. This role reports to the Regional VP of Sales and is responsible for achieving new sales quotas within the territory. The position is entrepreneurial and those who succeed in this role are 1) familiar with and passionate about higher education and higher education technology, 2) excellent problem solvers, and 3) successfully able to build relationships with all levels of staff within a university. A history of demonstrated grit is critical to success.
Accountabilities:
- Design and implement regional sales strategies addressing customer needs and issues while meeting assigned sales targets.
- Demonstrated ability to lead prospects through the entire sales cycle from first call to successful deal closure involving prospecting best practices, management of inbound leads and development and execution of outreach campaigns.
- Must be able to negotiate and close contracts.
- Be able to work effectively within a team-selling environment.
- Conduct thorough discovery and diligence with prospective client, prior to presenting a solution.
- Conduct sales calls and articulate benefits and features of UniCAS, CAS, TargetX solutions and/or EMP solutions and services to prospective clients.
- Proactively manages the deal team and overall sales strategy.
- Present sales demonstrations to prospective clients.
- Analyze and track competitive activities and adjust Liaison’s positions accordingly.
- Read the market, recognize trends, and communicate information from the field to management and relationship managers.
- Demonstrate knowledge of account history, established process and procedure specific to each client, and key issues for all assigned accounts.
- Respond to client requests and problems with timeliness and interest, develop professional credibility and trust among clients.
- Provide timely and accurate forecasting and information for sales, to business development, implementation, finance, and development teams.
- Maintain thorough documentation of sales activity and document information obtained during sales calls and presentations into SFDC. Convey information regarding prospective clients’ needs that are not met by current products to appropriate staff.
Requirements:
- A minimum of 5-years of experience with new business or solution-selling in a high-value sales position with a proven record in meeting or exceeding sales targets, preferably in a software (technology) or SAAS related environment.
- Ability to convey the basic technical concepts of data management, workflow and data transfer.
- Experience with long complex sales processes, involving many decision influencers, is mandatory.
- Experience in the traditional not-for-profit higher education industry, admissions or enrollment management is highly desired.
- Requires exceptional interpersonal, written and verbal communication skills as well as presentation skills.
- Attention to detail, including presentation format and numerical calculations is required.
- Ability to travel regularly - up to 60% during key periods of the year (normally a four-to-six-week span for conferences and trade shows).
- Bachelor’s degree.
- Demonstrated ability to work with all levels of employees.
- Organized, detail oriented and a team player.
- Must be professional, self-motivated and be able to thrive in a fast-paced environment.
- Proficient with Technology Basics, PowerPoint, Salesforce.com, and Microsoft Office solutions.
- Must have demonstrated ability and skills to work effectively in a remote environment with a dedicated office within the home.