Territory Account Manager - Google EDU

About MarketStar: 

In everything we do, we believe in creating growth, for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions. We are passionate about cultivating career advancements for our people, and support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation. 
 
Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and to be named a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide. From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success. 

We are excited to have you apply to join our MarketStar team and can’t wait to discuss how we can help you find growth!  

About the Role Territory Account Manager – Google Edu: 

Google for Education is dedicated to transforming teaching and learning for everyone. We provide powerful, simple, and secure tools like Google Workspace for Education, Google Classroom, and Chromebooks to empower educators, support students, and future-proof educational institutions. 

As a Territory Account Manager for our Non-Public team, you will be at the forefront of this mission. You will serve as a trusted advisor to some of the most innovative private schools, colleges, and universities in your territory. This hybrid role requires a dynamic individual who is passionate about building new relationships and nurturing existing ones. You will be responsible for driving new business acquisition while also managing and growing a significant book of business, ensuring our partners achieve their strategic goals with Google's technology. 

You are a strategic thinker with a proven track record in technology sales, a deep understanding of the education landscape, and a passion for making a tangible impact. 

Location: US - Remote 

What Will You Do? 

• Develop and execute a comprehensive territory plan to identify and engage prospective non-public schools, colleges, and universities. 

• Identify and generate potential leads through various channels (research, networking, events, etc.). Qualify leads based on their budget, authority, needs and timeline. Develop and maintain a strong pipeline of qualified leads. 

• Understand the unique challenges and strategic objectives of educational institutions. Position Google for Education solutions (including hardware, software, and professional development) as the ideal answer to their needs. 

• Lead and manage complex procurement processes, including responding to RFPs/RFIs, negotiating contracts, and securing new institutional agreements. 

• Work closely with Google's ecosystem of channel partners (resellers, distributors, and professional development partners) to co-sell and drive net-new adoption in your territory. 

• Inside Sales 80-90% / Outside Sales 10-20%. Travel is required to Conferences/ Events. 

• Serve as the primary point of contact and trusted advisor for a portfolio of existing strategic accounts. Build and maintain deep, long-lasting relationships with key stakeholders, including CIOs, CTOs, Provosts, Deans, Heads of School, and IT Directors. 

• Drive deep adoption and active usage of Google for Education tools across your accounts. Ensure customers are realizing the full value of their investment, leading to high levels of customer satisfaction and retention. 

• Identify and execute on opportunities to expand Google's footprint within existing accounts. This includes upselling to premium editions (e.g., Google Workspace for Education Plus), driving Chromebook device fleet renewals and expansions, and introducing new solutions. 

• Develop and maintain strategic account plans for your top institutions, outlining key relationships, growth opportunities, and a roadmap for mutual success. 

• Stay informed about trends and developments in the education market. Understand the competitive landscape and Google for Education's position within it. Identify new opportunities for growth and expansion. 

• Maintain an accurate forecast and a clean pipeline in our CRM (Salesforce). Provide regular reports on account health, risk, and growth opportunities. 

• Act as the voice of the customer. Gather and synthesize feedback from the field to inform Google's product roadmap, marketing strategies, and sales plays. 

• Partner effectively with internal teams, including Marketing, Product Management, Engineering, and Legal, to ensure a seamless customer experience. 

What Will You Need to Succeed? 

• Bachelor’s degree or equivalent practical experience. 

• Possesses the ability to work independently with minimal supervision, demonstrating a high degree of initiative and problem-solving skills. 

• Excellent communication, interpersonal, and presentation skills. 

• 5+ years of experience in enterprise technology sales, account management, or business development in a SaaS or hardware environment. 

• Experience selling to or working directly with institutions in the Education sector. 

• Direct experience in managing sales and accounts within the SMB (Small and Medium-sized Business) and Mid-Market segments. 

• Demonstrated ability to work with customer segments ranging from 5,000 to 40,000 in size. 

• Direct experience selling specifically to the Non-Public K-12 charter &/or private/parochial markets preferred.  

• 7+ years of quota-carrying experience selling technology solutions, with a proven track record of exceeding targets preferred. 

• Deep familiarity with the Google for Education product suite (Google Workspace for Education, Chromebooks, Google Classroom) and the competitive landscape preferred. 

• Experience managing long and complex sales cycles ($100k+ ACV) with multiple decision-makers preferred. 

• Demonstrated ability to build influential relationships with senior executives and act as a strategic advisor preferred. 

• Experience working in a two-tier sales model, collaborating effectively with channel partners and resellers preferred.  

• Proficiency with CRM software (e.g., Salesforce) preferred. 

What We Offer:  

In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including:  

• Structured learning and career development programs 

• Mental health program 

• Generous Paid Time Off policy  

• Paid medical leave 

• Child/Dependent care reimbursement  

• Education reimbursement 

• 401k match, hardship loan program, access to financial wellness advisor  

• Comprehensive healthcare coverage including medical, dental, and vision  

The salary range for this position is between $65,000.00 and $70,000.00 annually. This pay structure may also include a variable bonus component of $10,000.00 annually. There are several factors to consider including but not limited to, the role’s responsibilities, experience, location, education/training, internal equity, and key skills. Your recruiter will provide more detailed information during the interview process.    

MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at people.success@marketstar.com for assistance.