Account Manager, C4C

Coursera was launched in 2012 by two Stanford Computer Science professors, Andrew Ng and Daphne Koller, with a mission to provide universal access to world-class learning. It is now one of the largest online learning platforms in the world, with 162 million registered learners as of September 30, 2024.

Coursera partners with over 350 leading university and industry partners to offer a broad catalog of content and credentials, including courses, Specializations, Professional Certificates, Guided Projects, and bachelor’s and master’s degrees. Institutions around the world use Coursera to upskill and reskill their employees, citizens, and students in fields such as data science, technology, and business. Coursera became a B Corp in February 2021.

Join us in our mission to create a world where anyone, anywhere can transform their life through access to education. We're seeking talented individuals who share our passion and drive to revolutionize the way the world learns.

We at Coursera are committed to building a globally diverse team and are thrilled to extend employment opportunities to individuals in any country where we have a legal entity. We require candidates to possess eligible working rights and have a compatible timezone overlap with their team to facilitate seamless collaboration. 

Coursera has a commitment to enabling flexibility and workspace choices for employees. Our interviews and onboarding are entirely virtual, providing a smooth and efficient experience for our candidates. As an employee, we enable you to select your main way of working, whether it's from home, one of our offices or hubs, or a co-working space near you.

Job Overview:

As the Enterprise Account Manager, you'll be at the forefront of our mission, driving renewals and generating new revenue within targeted accounts. Your focus will extend to both renewals and fostering growth in our installed accounts. Engaging with university presidents, provosts, and deans, your success will be defined by transparent and repeatable sales processes. The ability to seamlessly collaborate and work cross-functionally is pivotal to achieving and surpassing our goals. Together, we are redefining how individuals acquire knowledge and skills, and we invite you to be a driving force as we transform lives through learning.

Responsibilities:

• Ensure renewals in installed accounts and drive growth within assigned accounts
• Identify and develop relationships with C-suite and other business buying personas within your aligned account base
• Maintain weekly/daily metrics, develop a sales pipeline in set accounts, successfully manage opportunities  to closure, and ensure quota is met consistently (both quarterly and annually). 
• Produce accurate and timely forecasts.
• Develop a complete understanding of all our product offerings, with emphasis on understanding L&D and functional buyers
• Understand the changing business and technology issues that our potential clients face 

Basic Qualifications:

• 10+ years direct experience selling Enterprise SaaS or other solutions to universities, colleges, education systems, or equivalent accounts in an account management/relationship management role.
• Experience consistently exceeding quota of $1 Million+, with proven success in accurately forecasting targets, and achieving sales commits.
• Experience selling business services to university presidents, provosts, and deans and proven experience building excellent client relationships, offering value-added, insightful and strategic insight into their business. Experience selling into complex accounts is a must.
• Proven track record of prospecting and generating demand from install base through upsell and cross selling.
• Ability to work closely with Customer success teams to link and articulate business outcomes from learning. 
• Strong understanding of Challenger selling methodology and ability to articulate “Why Buy” - “Why Now” - “Why Us” and drive expansion in install base accounts.
• The ability to work and thrive in a fast-paced sales environment. Effective presentation, organization, and time management skills. 
• Ability to travel 25% of the time to customer meetings, trade shows, and events as needed.

Preferred Qualifications:

• Enterprise sales experience at a SaaS company.
• Ability to hold your own in meetings with senior leaders from prospective partners and speak as a thought leader and visionary in the higher education space.
• Strong written and verbal communication skills, strong analytical and creative problem solving abilities, excellent interpersonal skills, organizational, and operational skills.
• Entrepreneurial drive and ability to work autonomously in fast moving, quickly-changing environments.

If this opportunity interests you, you might like these courses on Coursera:

• Business Strategy
• Business Analytics
• Influencing People
• Customer Analytics

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