National Account Manager-DAL

Global Knowledge is the worldwide leader in IT and business training. We deliver via training centers, private facilities, and the Internet, enabling our customers to choose when, where, and how they want to receive training programs and learning services. Our core training is focused on Cisco, Microsoft, Nortel, and Project Management. Our IT courses include networking, programming, operating systems, security, and telephony. Our business courses feature project management, professional skills, and business process curriculum, including ITIL. Our more than 700 courses span foundational and specialized training and certifications. We train over 100,000 classroom students worldwide each year.

Global Knowledge is seeking a National Account Manager to drive market share in our current territories in the US. This position is responsible for the sale of Global Knowledge Business Training services to an industry vertical or defined targeted set of accounts. Business Training includes ITIL, Business Process, Project Management, Professional Skills and Six Sigma. The primary goal will be to develop these large accounts selling corporate wide solutions to senior management, training managers, corporate universities, and project management offices within the client. Services to sell include: managed programs, on-site courses, distance-learning programs, custom courseware development, e-learning and other services. Activities include establishing annual account development plans, large account profiling, prospecting within the targeted accounts, solution creation, proposal response development, presentations, contract negotiations, program oversight, and post-sale follow-up.

Primary Responsibilities:
The National Account Manager will be responsible for attaining a revenue goal within an assigned territory. The territory will consist of existing accounts along with a few development accounts. Selling Global Knowledge services requires a consultative approach, good presentation skills, and live customer interactions. All activities will be documented in Sales Logix, our contact management system. Establishing personal relationships with key decision-makers in the territory accounts is expected. Identifying all learning initiatives such as, programs, projects, migrations, software and hardware implementations within the accounts is a key responsibility of this position.

1. Achieve assigned financial goals by driving sales in assigned accounts.

2. Responsible for developing an account plan and executing plans to achieve goals: conducting capability presentations, introducing new products and providing Global Knowledge a presence in the territory.

3. Responsible for all aspects of the solution selling process.

Qualify and Sell
Determine customer business drivers and initiative objectives
Identify key steps to close sale, identify decision maker and influencers, etc.
Determine budget requirements
Determine objectives of training
Develop creative enterprise solution leveraging Global Knowledge services
Sell solutions meeting financial goals of customer and Global
Coordinate appropriate internal resources
Close the sale
Gain agreement of proposed solution, tying back to customer business drivers
Negotiate price, terms and conditions of Statement of Work

Administrative duties
Ensure receipt of a contract, training agreement or purchase order
Direct scheduling of required resources
Assist in the invoicing process and payment collection

Management Review and Course Follow-Up
Ensure receipt of student evaluations and sign-in sheets
Review programs with the customer and determine future needs

4. Effectively utilize SalesLogix for pipeline development, tracking opportunity progress, developing monthly, quarterly, and annual account level forecasts, etc.

5. Must have an intermediate level of knowledge on Business Training and be able to apply our products and services to exceed the clients requirements, such as ITIL and project management.

Secondary Responsibilities:
Attend regularly scheduled meetings with the Product Line Managers to obtain the following information:
Course objectives
Course purpose and configuration
Type of student, background and skill level
Recommended prerequisites or equivalent
Course's position in Global's curriculum
Team with other Global Knowledge sales reps, marketing and product management to share key win strategies, product requirements, account plans, etc.

Job Requirements:
5-7 years successful enterprise selling experience
5 years experience selling professional services and solutions
Business Training industry background
Bachelor degree minimum
Selling training solutions experience a plus
25%-50% travel required

We offer a lively, supportive environment and an attractive compensation/benefits package that includes medical/dental/401(k).

Diversity is part of the way we think. EOE




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