Account Executive

Job Description

SumTotal Systems provides business performance improving products, services and solutions that help customers increase revenues, decrease expenses and reduce operational cycle time.

We provide an integrated suite of business performance management applications that help customers deliver, manage and measure learning to solve specific business problems.

Account Executives are responsible for the development and implementation of a solution sales plan while maintaining and developing an existing customer base to achieve sales of SumTotal products.

This opportunity provides a highly leveraged compensation structure with a competitive benefit plan. Must be able to travel 50% or more


Primary responsibility is to meet and exceed the assigned quota for sales of products, and services within the territory.

Provide accurate forecasts to monitor achieving sales goal of $2.5m annually. Territory responsibilities are customers and prospects.
Focus on Retail, High-Tech, Financial, Healthcare and Manufacturing. Develop and implement a sales and account plan for the territory.

The plan will focus on achieving assigned quota targets, developing the strategic position of SumTotal in the territory, and building long-term relationships
with customers in a consultative sales style.

Ensure that team follows up all leads, and that focus on key account opportunities is maintained.
Effectively communicate territory needs to other groups within SumTotal, and secure resources necessary to close business.

Draft and negotiate contracts, using SumTotal resources as required.
Command excellent knowledge of SumTotal’s product line.


Demonstrated track record of consistent achievement of sales targets. Knowledge of top companies in proposed territory, with senior contacts in their HR, Training and/or IT departments.

Experience selling in Software industry or experience selling corporate-wide training solutions required.
Skilled in successfully presenting new technologies at high levels within organizations & large groups.

Creative problem solver, business builder and results oriented team player.
Ability to aggressively prospect new customers. Ability to customize the communication/presentation of SumTotal’s product line and demonstrate how it aligns with the customer’s business needs.

Knowledge of eLearning industry.
At least five years of experience selling in the proposed territory.

Five or more year’s successful sales experience with solution-based software products.

Please apply at:

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