Account Executive - Channels

US-TN-Franklin
Job ID
2017-7109
# of Openings
1
Job Category
Accounting/Finance

Overview

Other companies make products. We make a difference!  Click Here

 

Contribute to a Safer, More Secure, and More Sustainable World.

At UL, we know why we come to work. Thousands of us around the world wake up every day with one common purpose – to make the world a safer, more secure, and more sustainable place to live. We clear the way for our customers to introduce the latest products, technological advances, and systems in an increasingly complex world so they can provide peace of mind to the market. Our integrity is woven throughout our company and shapes the way we approach deliver our solutions. We are proud that the work we do every day has a meaningful contribution to society. We continue to build upon our legacy of trusted expertise and partnership to keep our communities safe and secure as we march forward into the future. This helps us to sleep better at night, and we are confident that the millions of people we touch rest easier too. 

Responsibilities

UL EHS Sustainability (UL EHSS) is seeking an experienced Account Executive to join our growing channel partnerships sales team. The most successful candidate will have demonstrated success both in B2B sales and in partnership creation and growth, for eLearning and/or Saas software, with particular business acumen for creating and growing high value, highly collaborative partnerships of significant potential and subsequent success.  As Partnerships Account Executive, this role will be responsible for rapidly and strategically establishing a carefully targeted, highly successful portfolio of new partnerships.

 

At UL EHSS, we provide partners with the industry’s deepest, best-in-breed global library of health and safety courses in multiple languages, as well as a full suite of risk management software for health, safety, energy, sustainability and supply chain.  We also provide in-house content creation and customization services, and EHS advisory services.  UL EHSS is part of Underwriters Laboratories (UL). Founded in 1894, UL is a premier safety company with more than a century of proven history, leading the world in enhancing safe living and working environments, facilitating global trade and serving as a trusted source of information and knowledge.   We employ more than 11,000 professionals who work in over 100 countries, and that number is growing.

 

For decades UL EHSS has worked side-by-side with thousands of organizations around the world to manage their operational risks and drive day-to-day performance through our intuitive software and learning solutions.  Our dedicated experts are inspired and driven to help our customers with their environment, occupational health, safety, and sustainability initiatives.  We are proud of our role in public safety and work hard each day to help the world move forward one safe step at a time.  Together, we make a difference.  If you would like to make a real impact, make us your first choice.

 

Key Responsibilities:

  • Business acumen and capability to independently create and execute an effective strategy for identification, acquisition and launch of new partners with strong fit to UL EHSS products and maximized potential for immediate and long-term success. Ability to achieve acquisition quotas.
  • Post-sale responsibility for partner onboarding, partnership rollout, education and enablement, go-to-market strategy and execution, account support, strategies, proposals and quotes, ongoing growth strategies, minimum first year results, and overall partner success and revenue.
  • Maintain healthy, collaborative, profitable relationships with all partners.
  • End-to-end sales process and management: prospect identification and targeting, fit discovery, relationship development, deal negotiation, launch planning, ongoing partner opportunity tracking and results, and forecasting.
  • Work effectively with sales operations, EHS team, services teams, implementation and support teams, finance/accounting, product management, and sales management.
  • Acquire and maintain complete working knowledge of product portfolio.
  • Keep current with latest developments and trends in relevant industries.
  • Continual acquisition and application of sales techniques and approaches that drive results.
  • Ability to travel within the Americas, with prudent optimization of travel budget.

Major Activities:

  • Establish Strategic Targets – Research the market, develop and execute channel strategy and partner target list for the territory, establish key contacts within targets, establish relationships.
  • Opportunity Development – Conduct thorough discovery and fit assessment for target partners, develop partner-level business plans, establish deal terms, foresee go-to-market strategy.
  • Product Demonstration – Be able to accurately explain and demonstrate the value and functionality of the UL EHSS program, products and services.
  • Partnership Evaluation – Utilize sharp business acumen to assess mutual partnership value to ensure the partnership will be able to deliver on potential for significant benefit to both parties.
  • Sales Process Management – Manage each opportunity’s progress through the sales pipeline by accurately identifying and successfully navigating the steps necessary to move forward. Use SalesForce effectively and accurately for deal management and leadership communication.
  • Forecasting – Accurately forecast results and keep management updated on opportunities.
  • Close – Drive deal processes through to the successful win, including securing influencer and decision maker buy in, signatures, and forward-looking resource commitment.
  • Go-to-Market – Onboard partners into partnership program, oversee implementation, and collaborate closely with partners on their go-to-market rollout of the products and services.
  • Account Management – Maintain positive experiences and relationships with partners and their clients. Ensure profitability and growth of partnership relationships.

Qualifications

Relevant Experience and Skills:

  • 10 years of successful sales track record within fast-paced and results-driven cultures selling complex business SaaS solutions and/or eLearning libraries.
  • Demonstrated consistent history of success against goals and quotas.
  • Partnership, business development and/or channel experience.
  • Strong initiative, problem solving, people skills and business acumen.
  • Dedicated work ethic.
  • Experience and success managing a full sales cycle from research to win to results.
  • Superior written and verbal communication skills, including tailored messaging.
  • Adept at engaging the highest levels of an organization and interacting at all levels.
  • Intimate knowledge of safety or insurance industries and functions a plus.
  • Relevant industry knowledge of EHS practices a plus.
  • Ability to work independently and as part of a team.
  • Strong competency using Microsoft Office applications and Salesforce.
  • College degree from an accredited institution. MBA or business degree a plus.

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