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Account Executive II

Date: Jan 10, 2022

Location: Geneva, IL, US, 60134

Company: Houghton Mifflin Harcourt

Location: Remote (US)


Through effective relationships, the National Accounts Account Executive is accountable for providing educational content solutions that meet the needs of customers in an assigned territory. Relationship management responsibilities at national, regional as well as prosecute sales on a building -by-building basis when necessary. Management of complex deals where the decisions may be made centrally but site-based procurement and delivery.  Ability to leverage deep professional relationships at the National level as well as associated organizations to drive new sales at the individual sites. Opportunity management across all entities of the organization.   The development of HMH CTS accounts as well as individual Core, Supplemental and Services sales will be required.  Territory will impact level of account planning, deal size and deal complexity.   AE will work virtually as well as face to face, with an emphasis on virtual first and in-person meetings determined by opportunity size which will include regular travel, up to 4 days a month.  AE to work with manager to determine best use of travel.


Day in the Life:

  • Designs strategies that address customer needs and issues while meeting assigned quota; targets and prioritizes accounts and activities; analyzes competitors’ activities and adjusts appropriately; utilizes internal resources effectively.
  • Strategically plans sales calls by outlined objectives and action steps.
  • Reads the market, recognizes trends, and communicates that information to the Sales Management; Demonstrates knowledge of account history, the processes and procedures specific to each account, and the key issues for each account.
  • Responds to customers’ requests and problems with appropriate timeliness and concern; Develops professional credibility and trust with the customer
  • Provides timely and complete information needed for consultants to perform effectively in the territory; Uses voicemail and email appropriately; Updates Salesforce.com regularly. 
  • Knowledge of each curriculum area to converse comfortably with customers and understand their needs; effectively communicates the major features, advantages, and benefits of each product; Displays a thorough knowledge of adoption process, funding and timelines in order to be at the right place at the right time.


Must Have:

  • Bachelor’s Degree in Education, Business, Marketing or Liberal Arts or equivalent combination of education and experience
  • 3 years sales or teaching experience with a proven track record in meeting quota



  • Educational/Technology sales experience and teaching skills are preferred


Skills and Competencies:

  • Relationship Management
  • Solution Selling Experience
  • Advanced Negotiation Experience
  • Presentation Experience
  • Ability to Manage National and Site-Based opportunities across 1 entity
  • Proficient in MS Office and Sales Management Software


Physical Requirements:

  • Must be able to remain seated for extended periods of time, 4+ hours.
  • Must be able to stand and present to audiences for 2+ hours.
  • Frequently lifting, reaching, and moving product up to 60 lbs.
  • Constantly operates a computer and other office productivity machinery, such as a calculator, copy machine, and computer printer.
  • Must be able to collaborate with colleagues via face to face, conference calls, and online meetings



Benefits and Salary Range:

Salary Range - $64,000 - 80,000

Benefits -  See Career Page Careers at Houghton Mifflin Harcourt Publishing Company (hmhco.com)



Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre-K–12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom.  HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.


For more information, visit http://careers.hmhco.com  



Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.

Nearest Major Market: Chicago

Job Segment: Curriculum, Media Publishing, Relationship Manager, Book Publishing, Education, Publishing, Customer Service