National Accounts Director for Enterprise Learning Solutions

Job Title 

National Accounts Director for Enterprise Learning Solutions

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.

 

Kaplan North America’s National Accounts Director for the Enterprise Learning Solutions team identifies and cultivates new enterprise partnerships that align the strategic value of education benefits with client business needs. This individual is accountable for discovering an in-depth understanding of the client’s needs and solution opportunities for targeted partners and industries, developing corporate client profiles, and differentiating Kaplan's solutions from competitors. The Director of National Accounts owns sophisticated sales structures end-to-end while employing various sales strategies such as creative prospecting, call planning, account planning, and organizational mapping to close new business. 

Primary/Key Responsibilities

• Leverage existing Rolodex of corporate HR executives to introduce Kaplan as a strategic education benefits partner.
• Generate new leads with CLOs and CHROs in mid-size to large employers by identifying, researching, and qualifying targeted national account prospects. 
• Develop and build a pipeline through prospecting.  Drive pipeline and opportunity progression by developing detailed account and customer action plans. 
• Introduce Kaplan's various capabilities as an enterprise-wide education benefits partner. Develop strategic customer-facing presentations and proposals focused on solutions and outcomes.
• Cultivate champions within prospective accounts to ensure a well-developed solution with broad internal support and a clear understanding of the buying and decision-making process. 
• Negotiate and close complex contracts that ultimately generate multi-million dollar, multi-year deals with significant employers.
• Develop and execute a strategic multi-year top-line growth plan that leverages established business and targets new business growth.
• Identify comprehensive learning solutions and develop strategy with clients.
• Provide market and client feedback to client relations, product management, information technology, sales operations, finance, and marketing teams to steer product and service development and meet client expectations.
• Be the external "face" of the business throughout the assigned territory or industries, developing high-impact, trust-based relationships with clients and prospects, industry thought-leaders and learning content providers.
• Meet and exceed all client relations, revenue, enrollment, and profit goals.

 

Minimum Qualifications

• Bachelor's Degree in business or related field or equivalent level of sales experience
• 7+ Years' of Enterprise Sales Experience
• Consistent track record of success selling contract values larger than $1M.
• Microsoft Office, Google Suite, CRM
• Financial and business acumen
• Excellent organizational and presentation skills
• Ability to effectively manage conflicting priorities
• A persistent sense of urgency and the ability to create urgency within accounts and with internal stakeholders 
• A highly strategic mindset, acting as a consultant to your clients using a well-structured, repeatable process to move prospects from discovery through close 

Preferred Qualifications

• MBA
• Experience selling to CHROs or HR decision-makers

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