Job Summary:

Senior sales position will be responsible for maintaining and growing high-value, long-term relationships within a select group of approximately 25 named accounts valued collectively at over $300 million. The ideal candidate is a seasoned professional with a proven track record of closing seven- and eight-figure deals, providing strategic guidance and exceptional service to some of our most impactful clients. In this role, you will serve as a trusted advisor, leveraging your extensive knowledge of K-12 technology solutions and navigating complex, solution-based sales cycles. This position involves substantial face-to-face interaction with customers, frequent travel within California, and close collaboration with cross-functional internal teams and manufacturer partners. Your ability to deliver results at a high level while managing multiple stakeholders and initiatives will be key to your success.

Supervisory Responsibilities:

●None.

Duties / Responsibilities:

Directly manage a portfolio of ~25 strategic, high-value named accounts, cultivating relationships with key decision-makers and stakeholders. Identify and develop large-scale sales opportunities, routinely closing seven- and eight-figure deals. Provide a trusted-advisor approach, offering consultative guidance and aligning solutions with customers’ long-term strategic goals. Meet with customers in person—particularly throughout California—to gain a deep understanding of their needs and deliver personalized recommendations. Develop robust product and services knowledge, including cutting-edge K-12 technology solutions, to effectively address customer inquiries and opportunities. Create and maintain comprehensive sales forecasts and key account metrics, ensuring timely and accurate reporting. Collaborate closely with internal pre-sales, project management, and support teams to ensure seamless solution delivery and outstanding customer satisfaction. Partner with manufacturer sales representatives to build pipelines, secure best-in-class solutions, and close large-scale engagements. Demonstrate a high level of professionalism, expertise, and credibility in all customer interactions. Performs other duties as assigned.

Required Skills/Abilities:

Significant experience in high-value account management, with a strong history of closing seven- and eight-figure deals. Proven success in the K-12 technology market, ideally including familiarity with classroom, student, and campus product portfolios. At least ten years of experience in the IT industry, with a strong foundation in education technology solutions. Demonstrated proficiency in using ERP/CRM tools (e.g., NetSuite or similar) for managing opportunities, forecasting, and pipeline development. Expertise in Microsoft Office suite Ability to navigate state contract vehicles Exceptional communication, negotiation, and presentation skills, with the ability to engage effectively with both small and large audiences. Proactive, resourceful, and detail-oriented approach with excellent organizational skills. Positive, customer-focused attitude and the ability to build genuine, long-lasting client relationships. Reliable transportation and willingness to travel regionally, with an emphasis on California-based customer engagements. Strategic Thinking & Visioning: Able to see and communicate the big picture in an inspiring way. Determines opportunities and threats through comprehensive analysis of current and future needs. Creativity & Innovation: Generates new and innovative approaches to problems Excellent verbal and written communication skills. Education related technology experience preferred.

Education and Experience:

Excellent written and verbal communication skills Ability to multitask, organize, and prioritize work Ability to form relationships with decision makers and personnel within accounts in the assigned territory Familiarity with technology products and services

Travel:

35% - 50% travel within CA territory required – customer meetings and trade shows

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