Account Manager III

Company Description

When you join Renaissance®, you join a global leader in pre-K–12 education technology! Renaissance’s solutions help educators analyze, customize, and plan personalized learning paths for students, allowing time for what matters—creating energizing learning experiences in the classroom.

Our fiercely passionate employees and educational partners have helped drive phenomenal student growth, with Renaissance solutions being used in over one-third of US schools and in more than 100 countries worldwide! Every day, we are connected to our mission by exemplifying our values: trust each other, win together, strive for the best, own our actions, and grow and evolve.

Job Description

Responsible for managing and selling Renaissance Learning’s products and services, with a focus on Practice and Instruction, within assigned territory, and achievement of revenue goals through prospecting, new business, customer renewals, cross-sell, and up-sell opportunities.

Responsible for cultivation and long-term development of customer relationships, maintaining high product renewal rates, and strong relationships and collaboration with internal partners. Works with Customer Success partners and members of the Account Executive team as appropriate to meet and achieve goals. Works with regular coaching and supervision while solving customer challenges, bringing to bear the full range of Renaissance Learning resources. Operates as the primary account contact for customers, increasing customer loyalty and retention while driving business value and expansion. Accurately forecast opportunity outcomes to advise company forecasting. This role requires regular travel as needed for customer engagements, conferences, and other revenue-generating activities.

Crucial Functions and Responsibilities:

Sales Pursuit

• Managing Opportunities: Drive new business, cross/up-sell and renewal opportunities proactively by engaging multiple decision makers to ensure communication and agreement through the life of the opportunity and use internal and external networks to increase opportunity value. Grow assigned book of business to exceed revenue goals.
• Consultative Solution Selling: Understand and sell solutions aligned to customers’ unique problems and strategic objectives. Leads across the account team, internal, and external partners to develop winning solutions bringing value for both the customer and Renaissance.
• Closing Business: Consistently close business that has progressed past needs development and independently develops persuasive presentations to overcome late-stage deal obstacles to win customer confidence and support.
• Establishing Value: Leverage and present cost justification methodologies that are relevant to the customer to drive decisions including using a value case to differentiate a solution from competitive offerings and identifying evaluation criteria that are compelling to the buyer.

Industry & Product Knowledge

• K-12 Education Acuity: Possesses a deep knowledge of the K-12 education space including public, private, and parochial schools. Strong understanding of K-12 districts and school administrative roles, funding, purchasing process, buying cycles, policies, practices, trends, and school board oversight. Knows customer workflows, contacts, and how they integrate into decision-making processes.
• Domain Expertise: Possess strong technical knowledge of common tools and trends in ed tech space; staying current on probable future state policies, practices, and information affecting customer businesses. Knows the competition and how strategies and tactics work in the marketplace.
• Credibility: Builds rapport based on factual accuracy, expertise across offerings, delivering on expectations and proactively providing market insights that inspire customers to think of Renaissance as a partner.

Account and Customer Management

• Customer-First Focus: Develops customer loyalty, satisfaction and executive-level advocates in customer organizations through demonstrated responsiveness and deep understanding of the customer’s needs serving as a trusted advisor.
• Consultative Partner: Sales approach that is focused on understanding customer needs while building value through a cross-functional approach. Skilled negotiator that maintains business integrity.
• Executive Presence: Builds rapport with sincerity and conversational style that appeals to executives and is tailored to demonstrate expertise in a product, solution, or problem. Communicates value clearly, concisely, and with confidence in an appropriate manner tailored to the audience.
• Strategic Account Planning: Develops and maintains long-term account plans that will drive strategic growth across territory and secure support of internal (cross-departmental) and external partners. Maintain accountability for plan execution and growth objectives.

Business Management

• Forecasting: Consistently and with a high-degree of accuracy predicts month-to-month revenue outcomes. Articulates data, customer actions, and feedback used as evidence to develop forecasts.
• Organization and Planning: Effectively budgets time and money; manages commitments; prioritizes to drive net growth for the company. Prioritizes time to invest in business growth activities.
• Internal Partnering: Intra- and inter-departmental collaboration on account management, product feedback and initiatives, and opportunities to get results.
• Influential Collaboration: Drives effective teamwork through influential leadership (leading without formal authority) and coordination of resources to achieve efficient results.

Qualifications

Education & Experience

• Demonstrated consistent success against assigned goals selling educational software (3 years)
• Ability to manage full-cycle opportunities using CRM and other sales technology (e.g. Salesforce, MS Dynamics)
• Demonstrated experience working on a regular basis with district administrators and executives
• Familiarity with education policy that may impact sales cycles (state and federal)

Preferred Experience & Qualifications

• Experience selling educational practice and instruction products
• Familiarity with educational market with targeted focus on practice and instruction tools preferred
• Demonstrated experience creatively problem solving with little structure or historical analogues to work from

Additional Information

All your information will be kept confidential according to EEO guidelines.

Salary Range:

• $82,200 - 123,400. This range is not including significant variable compensation and is based on national market data. The range may vary by experience and cost of living. (We may hire at an Sr. AM level, for example.)

Benefits:

• World Class Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 13 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs

Frequently cited statistics show that some women, minorities, individuals with disabilities, and protected veterans, may only apply to roles if they meet 100% of the qualifications. At Renaissance, we encourage all applications! Roles evolve over time, especially with innovation, and you may be just the person we need into the future. We hope you're open to learning new skills to grow with us. Make our team, your team!

Renaissance is an equal opportunity employer and does not discriminate with respect to any term, condition or privilege of employment based on race, color, religion, sex, sexual orientation, gender identity or expression, age, disability, military or veteran status, marital status, or status of an individual in any group or class protected by applicable federal, state, or local law.

At Renaissance our mission is: “To accelerate learning for all children and adults of all ability levels and ethnic and social backgrounds, worldwide.” Inherent in that guiding principle is dedication to serving all identities by recognizing the importance of Diversity, Equity, and Inclusion (DEI) in our organization, our work and our products.

Renaissance also provides reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act and applicable state and local laws. If an accommodation is needed to participate in the job application or interview process, please contact Talent Acquisition.  

For information about Renaissance, visit: https://www.renaissance.com/

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