Full-Time Account Executive (Latin America)

Company Description

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For over 25 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 21,000 academic institutions, publishers, and corporations use our services: Feedback Studio, Originality, Gradescope, ExamSoft, Similarity, and iThenticate.

Experience a remote-centric culture that empowers you to work with purpose and accountability in a way that best suits you, supported by a comprehensive package that prioritizes your overall well-being. Our diverse community of colleagues are all unified by a shared desire to make a difference in education.

Turnitin is a global organization with team members in over 35 countries including the United States, Mexico, United Kingdom, Australia, Japan, India, and the Philippines.Job Description

Turnitin is seeking a dynamic and results-oriented Account Executive to drive the growth of our educational technology solutions within the LATAM higher education market, specifically targeting medical and health sciences schools. The candidate should have a solid understanding of the higher education market in Latin America, be entrepreneurial in spirit, collaborative, and able to contribute to our continuing success and growth. In return, Turnitin offers a great benefits package and provides challenging and inspiring work.

The Account Executive must be bilingual (Spanish/English) and will lead new business efforts in higher education across Latin America, working to maximize opportunities for growth against a strategic growth plan, managing all interactions with potential new clients, product demonstrations, meetings, etc. to build pipeline and close sales.

Responsibilities: 

• Strategic Sales Planning: Develop and execute a strategic sales plan to achieve and exceed quarterly and annual sales quotas. Identify key target accounts, prioritize opportunities, and develop tailored sales strategies to address specific customer needs.
• Business Development: Prospect, qualify, and close new business opportunities through a combination of inbound and outbound sales activities, including cold calling, email, and social selling.
• Customer Relationship Management: Build and maintain strong relationships with key decision-makers at target institutions, including deans, department heads, and IT professionals in medical and health sciences fields. Understand their pain points and challenges related to academic integrity and high-stakes assessments.
• Product Expertise: Become a subject matter expert on our educational technology solutions, including their features, benefits, and value proposition. Effectively communicate the unique value of our products in addressing the specific needs with a focus on the medical and health sciences department.
• Sales Process Management: Utilize Salesforce CRM to track sales activities, pipeline management, and forecast accurately. Ensure timely and accurate reporting on key metrics.
• Market Intelligence: Stay up-to-date on industry trends, regulatory changes, and competitive landscapes in the LATAM higher education market, with a focus on medical and health sciences institutions. Leverage this knowledge to identify new opportunities and tailor sales strategies accordingly. Participate, as needed, in network-building opportunities including, but not limited to, conferences, trade shows, on-site campus visits, group presentations, and industry functions.
• Cross-functional collaboration: Work closely with marketing, product, and customer success teams to develop effective sales enablement materials, coordinate joint sales calls, and ensure a seamless customer experience. Communicate and collaborate effectively across internal teams.
• Develop professional network: Review trade publications, establish and leverage personal networks, and participate in professional organizations and events.
• Demonstrate proper use and knowledge of Turnitin-specific systems (Salesforce, Groove, Zoom, etc.).

Qualifications

Requirements:

• 5+ years of related work experience with demonstrated success in a sales hunter role in B2B sales, preferably in the education technology or software industry, with a focus on selling to medical and health sciences departments.
• Deep understanding of the LATAM higher education market, particularly medical and health sciences schools.
• Strong sales skills, including prospecting, qualifying, negotiating, and closing deals.
• Excellent communication and presentation skills, both verbal and written, in Spanish and English.
• Proficiency in Salesforce CRM, Apple computers, G-Suite business applications.
• Ability to travel within the LATAM region as needed.
• BA/BS degree required.
• Results-driven, self-starter.
• Spanish and English fluency.
• Proven ability to work remotely and effectively with a remote team.

Tii Elements:

Action & Ownership

• Accountability: Holds oneself responsible for required actions, and ensures that team members/colleagues/ peers also own responsibility for their designated tasks while meeting collective team and company goals. All in service of creating a high performing environment.
• Resourcefulness: Possesses a mindset of abundance and redefines what’s possible; creates and advances ways of achieving results in new or difficult situations either by appropriating additional resources, or by doing more with less.