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Account Executive

Community: Sales & Business Development
Location: Hong Kong
Date Posted: Jul 28, 2021
Remote: Yes
Travel Requirements: 50% Travel

Job Description


Account Executive

Remote – Hong Kong



The Opportunity: 
We’re looking for an Account Executive to help us push the boundaries of what education can offer through the power of technology. Education is our passion, and our team members bring that to work each day as they aim to advance learning in every region of the world. Blackboard is the world's leading education technology company, providing dynamic products and services to the global education community. We’re focused on driving innovation in EdTech and working with our clients to create a smarter learning environment. 



At Blackboard, we believe in the power of a truly diverse and inclusive workforce. As we expand globally, we are committed to making diversity, inclusion, and belonging a foundational part of not only our hiring practices, but who we are as a company.

For more information about Blackboard and our career opportunities, please visit 



*Please note that the individual who fills this role will work with Blackboard through a third-party employer relationship, not as a direct employee of Blackboard* 



The Account Executive (AE) will ideally meet or exceed sales objectives of the assigned territory by managing Blackboard Channel Partners in Hong Kong, South Korea and Taiwan markets.  


The AE will play an integral role in the success of the International Sales team. This person is primarily responsible for generating new and expansion sales with company channel partners, assisting partners with client retention efforts, and working to raise level of client contact at existing clients. 



The AE may be the single executive point of customer contact for Blackboard and have an opportunity to draw on years of education industry experience and use highly developed interpersonal skills at executive level. Being able to empower and coordinate both the channel partner teams as well as the wider Blackboard team locally and internationally where needed will ensure a consistency in delivery, engagement, and success.  



A successful candidate will work to keep key client relationships in good health and as the executive account leader, will direct engagement of our talented solution engineers, consulting, Channel Partners and services teams for clients and opportunities.



Specific responsibilities will include:

  • Meeting and exceeding set sales quotas to Blackboard’s extensive reseller channels while adhering to Blackboard's sales incentive compensation rules
  • Managing a detailed channel pipeline
  • Assisting channel partners in developing and managing executive-level relationships with clients/prospects
  • Supporting prospecting as part of the regular routine ensuring that new prospects are being added to the pipeline on a consistent basis by the channel partners
  • Assist channel partners and client manager with any renewal issues as required
  • Managing multiple complex, enterprise solution sales with a 6-18 month sales cycle through the channel partners including taking an active role in the RFP process
  • Ensuring channel partners accurately forecast and manage resources to exceed quarterly and annual quotas
  • Becoming familiar with all Blackboard Alliance and Partner relationships and how they relate to Blackboard sales
  • Keeping abreast of competition, competitive issues and products
  • Attending and participating in sales meetings, product seminars and trade shows
  • Preparing written presentations, reports, and price quotations
  • Assisting in contract negotiations
  • Defining and executing yearly territory sales plans, reviewed quarterly
  • Delivering Quarterly Business Review updates to Territory Leadership
  • Developing positive relationships with other employees in Marketing, Technical Support, Global Services, Finance, Engineering and other departments as needed
  • This role requires approximately 50% travel (not applicable during COVID-19 restrictions)



The Candidate:

Required skills/qualifications:

  • Bachelors degree
  • Solid indirect sales experience in the enterprise/complex solution software sales industries
  • Experience with consultative enterprise/solution or technical sales
  • Track record of consistent quota achievement
  • Proven success managing a detailed channel pipeline including supporting partner prospecting, pipeline development and helping Channel Partners move opportunities through the sales cycle
  • Ability to work in a fast paced team environment
  • Ability to craft solutions with appropriate products and services meeting business goals based on client discussions
  • Experience with proposing, presenting, and discussing solutions with decision makers
  • Excellent oral and written communication skills
  • Excellent presentation skills
  • Strong account management skills
  • Strong relationship development and channel sales relationship building abilities
  • Excellent Standard Chinese/Mandarin and English communications
  • This position requires the AE to work out of home as base operations



Preferred skills/qualifications:

  • Knowledge of eLearning/education industry
  • Solid Direct Sales experience in enterprise/complex solution software sales



This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.   



Blackboard is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor. 



Req ID: 179

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