Customer Solutions Manager (Arlington, VA)

Job Summary

The Customer Solutions Manager (CSM) is responsible for building relationships with existing K-12 clients (specifically individual schools) to identify areas of need for additional investment in the Hobsons K-12 solutions. The CSM works to understand the college and career readiness objectives of each individual client and advises the client on the best approach to meeting those goals; which may involve recommending best practices or purchasing additional Hobsons K-12 products and/or services. The CSM understands the school purchasing process and establishes trust and credibility with school principals, directors of education and decision makers to ensure an increasing investment in Hobsons K-12 solutions. They also work with other administrative staff from the school such as counselors, teachers and registrars to educate them on other solutions available in the Hobsons K-12 portfolio that can meet their individual needs or the collective needs of the school administration and their students.


Essential Functions/Responsibilities

  • Educates stakeholders of school-level clients about the products and services available in the Hobsons K-12 portfolio
  • Delivers presentations and demos to school principals and directors about products and services that can be added to a school’s Naviance implementation
  • Promotes all offerings with in the Hobsons K-12 portfolio to existing school-level clients through outreach efforts such as email and call campaigns as well as coordinated efforts with the Professional Services, Marketing and Product Management teams
  • Works with the school-level clients to understand their annual objectives and determines if there are additional products and/or services that can assist them on achieving their objectives   
  • Works with marketing on generating targeted campaigns for each product and service offering in specific geographic territories
  • Follows up on leads from other parts of the K-12 organization that indicate an existing school-level client’s interest in learning more about a product or services in the portfolio that they currently do not own
  • Identifies and cultivates additional professional services and/or product opportunities to expand the relationship and usage of Hobsons K-12 solutions
  • Attends sales enablement training on new products or services that come to market and become certified to position those offerings properly to existing school-level clients
  • Creates a territory plan that outlines a strategy for achieving annual growth revenue targets across the existing school-level clients in the assigned geographic territory
  • Manages all activities related to generating add-on sales of existing school-level clients (follow up, deliverables, referrals, etc.) within the CRM system (Salesforce)
  • Works with the corresponding Account Executives and Professional Services team in unison and cooperation around call campaigns, email follow up, and the general execution of the regional territory strategy and account growth activities
  • Keeps abreast of Hobsons company vision, product set, and services as well as the competitive landscape and is able to articulate Hobsons’ capabilities and service offerings effectively to client
  • Stays well informed about current industry trends and be able to talk intelligently about how the Hobsons K-12 solutions fit into the education industry as a whole as well as the edtech solutions industries

 


Minimum Qualifications

  • Bachelors’ degree preferred
  • 1-5 year’s sales experience in software technology based industry or education industry with focus on selling into existing client accounts
  • Successful achievement of 500k+ quotas, comprised either of new business sales, account development sales (expanding existing client base) or both
  • Ability to craft a solution with appropriate products and services that meets business goals based on client discussions
  • Ability to accurately forecast and manage a pipeline comprised of upsell opportunities within a geographical territory
  • Completion of Hobsons K-12 new hire training program upon hire is required
  • Willingness to travel to meet with clients in assigned territory if required
  • Prefer candidates who have the following skills:
  • Prove solution sales skills in enhancing client relationships and investment
  • Strong conflict resolution, negotiating and influencing skills
  • Ability to upsell and cross-sell products and services to existing accounts
  • Proven track record in achieving quotas for account development within existing client base
  • Ability to communicate effectively with high-level executives such as school principals and directors of education
  • Ability to work collaboratively with multiple teams to best service the client
  • Excellent listening and communication skills, both written and oral
  • Strong telephone speaking skills, articulate, is able to convey business value through the understanding of technology capabilities
  • Operationally disciplined, well organized, and can adapt within a very fast pace organization and marketplace
  • Strong technology (specifically software) aptitude and understanding
  • Highly communicative, multi-task oriented, responsive, persistent, driven
  • Training, experience, and utilization of a sales methodology to grow client investments
  • Strong demonstration and presentation skills.  Must be able to confidently convey the Hobsons K-12 solutions and value propositions in front of multi-person audiences, including manager level and C-level decision makers
  • Ambition, drive and ability to learn quickly and adapt to change

 

Ability to document identity and employment eligibility within three (3) days of original appointment as a condition of employment in compliance with Immigration Reform and Control Act requirements.

We are a hard-working, fun-loving office, and we’re looking for the right fit—someone with great communication skills and a solid work ethic that picks up skills quickly.

Hobsons offers a competitive salary along with an excellent benefits package including:

  • Health Insurance
  • Life and Disability Insurance
  • Dental Plan
  • 401K Plan
  • Section 125/Flexible Spending Accounts
  • Generous Holiday and Vacation Schedule

 

EEO / M / F / D / V

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If you are having trouble applying or need additional information, please contact Human Resources.

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