Account Executive - Public Library - Kanopy

Job Description

The Account Executive’s responsibilities include building and nurturing strong relationships with Kanopy’s partners by helping them develop their digital collection, while also maximizing Kanopy’s content sales and market share. This position represents the primary relationship with partners in the ongoing support and management of their Kanopy service. The ideal candidate will be based in the assigned territory of this role: US - Midwest (CO, WY, LA, MT, ID, NV, AK, AL, AZ, AR, UT, OK, IA, KS, MN, MO, NB, NM, ND, SD, TX).

About Kanopy:
Kanopy is a video streaming platform that brings people together through film. By partnering with universities and libraries, we’ve made it possible to offer free access to the world’s top film collection for millions of people. We are looking for the right Account Executive to come and join our team as we continue to scale our efforts.
Responsibilities:

• Be knowledgeable on all relevant Kanopy products, services, and features.
• Serve as the primary contact for partners for questions, concerns, and requests - and delegate as appropriate.
• Drive revenue growth in assigned territory based on set targets. Consistently meet or exceed monthly / quarterly / annual quotas.
• Demonstrate a strong focus on customer retention, including being proactive in managing the contract renewal process.
• Identify potential new business opportunities in assigned territories and sell new contracts for Kanopy products and services.
• Generate and qualify leads through cold-calling, relationship selling, referral activity and lead follow-up. Convert leads into qualified sales pipeline, providing detailed product knowledge to share in appropriate form with potential leads.Drive demand in assigned territory through focused telephone campaigns, workshops, webinars, mass emails, and other innovative demand generation activities.
• Generate proposals (RFP) for new business, coordinate outbound sales initiatives such as mass emails, convert leads into a qualified sales pipeline, perform cold calls.
• Forecast and manage budget for accounts on a monthly / quarterly / annual basis.
• Assist partners with identifying and reallocating new budget sources to increase spending on digital content.
• Meet or exceed revenue and partner success goals on a monthly / quarterly / annual basis.
• Drive demand in assigned territory through focused telephone campaigns, workshops, webinars, mass emails, and other innovative demand generation activities. Meet assigned engagement metrics.
• Regularly travel to key accounts to present updates for the purpose of reinforcing the Kanopy value proposition and advocating for more budget.
• Participate in weekly meetings with management to present progress toward goals and collaborate on sales strategies.
• Proactively follow up and nurture leads and opportunities.
• Identify and record new sales opportunities, while developing and maintaining an understanding of assigned territory.
• Address each customer inquiry by providing proper information and solutions based on the partner’s needs and interests.
• Maintain the highest level of customer satisfaction with accounts in assigned territory.
• Occasionally attend tradeshows and industry events in assigned territories.
• Maintain data of partner information into Salesforce.
• Report success stories and sales wins and trends on a weekly basis.

Requirements:

• Bachelor’s Degree in related field, or equivalent experience.
• 0 - 3 years’ of consultative sales experience, preferably with public libraries and consortia.
• Confident, proactive, and energetic; professional and team-oriented sales approach.
• Superior customer service skills.
• Excellent time management and organizational skills.
• Ability to manage cross group relationships within Kanopy (i.e., business development, marketing, product management, and development, etc.).
• Team player.
• Superior communication and interpersonal skills.
• Strong presentation skills.
• Must acquire and maintain knowledge of Kanopy's products and strategies, competitors and software/mobile devices.
• Outstanding Microsoft Office skills.

What’s Next:
As you’ve probably guessed, OverDrive & Kanopy are places that value individuality and variety. We don’t want you to be like everyone else, we don’t even want you to be like us—we want you to be like you! So, if you're interested in joining the OverDrive & Kanopy team, apply below and tell us what inspires you and why you think you are perfect for our team.
OverDrive & Kanopy values diversity and is proud to be an equal opportunity employer.