Account Manager

About ELT:

Employment Law Training, Inc. (“ELT”) provides online training solutions that help employers manage their most important legal compliance challenges. The quality of our content is what makes us different. Working hand-in-hand with Littler Mendelson P.C., the world’s largest and most respected employment law firm, we create programs that maximize legal defenses while creating a culture of ethics, inclusion and respect. We focus on the areas creating the greatest risk for employers, such as harassment, discrimination, ethical breaches and wage and hour violations.

Endorsed by SHRM, the world’s premier human resources association, our award-winning courses engage employees with compelling stories drawn from actual cases and real events. Leveraging the latest technology and high-end media, our solutions reflect the level of quality an employer wants to associate with its compliance programs.

With more than a decade of market-tested success and millions of employees trained, ELT is the compliance partner of choice for today’s most respected employers. Featured in the New York Times and Fortune magazine as one of the premier online training providers, we boast an A+ client roster that is rapidly expanding.

Founded in 1996, ELT is a thriving, entrepreneurial enterprise in the booming e-learning industry. We look for high energy, passionate professionals who thrive in a small company environment where they can make a big personal impact.

See www.elt.com for more information on our Company.

Position Summary:

The Account Manager will be an integral member of ELT’s Sales Team at a time of significant growth and expansion. As an Account Manager, you will be responsible for selling the ELT training products to existing customers in addition to new prospects. We have a substantial and growing volume of well-qualified incoming web and phone leads from extensive marketing campaigns, which include webinars, PPC ads, email ads and website lead capture. We also have a growing customer base (1000+) with large up sell/renewal potential, with clients frequently reaching out to us to purchase more training solutions and/or renew their existing agreements with ELT. ELT has been in business since 1998 and enjoys an extensive database – using Salesforce.com – of contacts and leads that the Account Manager can selectively mine to create new sales opportunities. So by responding to inbound inquires and reaching out to existing contacts, it is not anticipated that this position will require much, if any, cold calling. This position offers a very competitive base salary, and an attractive commission plan with unlimited upside. You will receive sales training about our products and the e-learning and compliance industries, as well as ongoing support from our operations, marketing and technical staff. This can be an outstanding opportunity if you are:

Effective selling by phone and using web conferencing/web meeting tools.

• Energetic
• Focused
• Organized
• Desiring to hook up with a growing industry leader.

Essential Duties and Responsibilities:

Work closely with our Client Services department to quickly respond to and fulfill inbound requests from current clients for additional services and/or course licenses.

Proactively reach out to current clients to:

• Sell additional course licenses, new course titles and additional services
• Instigate renewals and/or extend single year agreements to multi-year agreements
• Determine appropriate “up-sell” opportunities through regular check-in to assigned client roster
• Leverage ELT’s extensive database of contacts and leads (non-clients) to create and close new small to medium (~$1,000-$25,000) opportunities
• Clearly communicate ELT target- and content-appropriate value proposition; qualify medium to large size prospects through established pre-qualification protocol
• Maintain detailed, appropriate information in ELT’s CRM database (SalesForce.com) identifying key decision-makers and all upcoming purchases, tasks and projects. Understanding how to thoroughly research account and contract history in SalesForce.com.
• Preparing and submitting proposals and quote prices. Negotiating final terms and preparing license agreements.
• Work independently and assume significant ownership of assignments.

Job Requirements

• Two to five years experience with high outbound call volume
• Proven strong customer service and sales skills
• Ability to sell on the phone using web meeting/conferencing. Significant experience in doing online software demonstrations.
• Tech savvy and ability to work with many programs and applications concurrently
• Ability to manage multiple opportunities simultaneously and handle a high volume of leads
• Skilled at uncovering the right prospect at target organizations
• Excellent organizational skills
• Time management skills necessary to meet daily volume requirements
• Ability to quickly assimilate detailed product information, including key legal concepts.
• Extreme proficiency in Outlook, Word, Excel and PowerPoint
• Experience working with a CRM
• Excellent verbal and written communications skills. Able to conduct business in a professional manner with attorneys and senior HR managers
• High energy, proactive attitude that demonstrates enthusiasm for our products and Company
• Bachelor's degree from a four-year college or university
• Work from ELT’s headquarters located in San Francisco

Strongly Preferred:

• Experience in selling e-learning courses
• Experience in selling to legal and/or HR functions
• Experience working with Salesforce.com
• Experience working in a small company and/or start-up environment

To be considered for this position, please email us your résumé and a detailed cover letter to jobs-acctmgr@elt.com explaining specifically how your skills and experience would make you a great candidate.