• Managing a complex, enterprise solution sales with a 6 to 18 month purchasing cycle as well as moving the sale through the entire sales process • Taking a lead role in the RFP/sales process • Owning the client relationship post-sale with the help of a Customer Success Manager • Making prospecting a part of the regular routine and listening to a prospect’s needs and goals and matching an appropriate Blackboard offering as well as targeting and closing “green-field” accounts • Creating and implementing a market development plan for the designated territory and knowing all Blackboard Partner relationships including systems integrators, small businesses and channel partners • Staying well-informed about current industry trends and being able to talk intelligently about the training/learning (including edtech) industry • Effectively using sales tools including Salesforce to manage outbound, pipeline and forecast; bid boards, market data, and open source data and AI to support prospecting • Preparing written presentations, proposals, reports, and price quotes • Creating pipeline through industry events, product seminars, and trade shows • Leading all aspects of the sales process including channel activity and contract negotiations and being comfortable working with GSA and similar contract vehicles • Effectively and efficiently employing Blackboard human capital at appropriate stages in the sales cycle while defining and maintaining a sales plan and executing against it • Developing effective relationships with Marketing, Product Management, Consulting Services, Channel, Renewals, and other departments as needed • This role requires approximately 75% travel