Role Description We are seeking a highly motivated and results-driven New Business Account Executive to drive net-new logo acquisition within our Growth Technology Vendor segment. This is a true hunter role, focused exclusively on acquiring new clients across IDC’s full portfolio of products and capabilities. The ideal candidate is a proactive self-starter who thrives in a competitive environment, takes ownership of their territory, and uses smart, creative prospecting strategies to break into emerging and high-growth technology vendors. - Own and execute a net-new logo strategy within a defined territory of technology vendors under $1B in revenue - Prospect, engage, and close new business opportunities across IDC’s product suite - Develop and manage a strategic target list of high-growth technology companies - Drive full sales cycle execution from outreach through close - Maintain accurate forecasting and pipeline management in Salesforce - Collaborate cross-functionally to ensure strong client onboarding and long-term success - Travel up to 10% as needed for client meetings and industry events Qualifications - 3+ years of B2B sales experience, ideally in a new business or hunting role - Demonstrated success closing net-new logos - Strong prospecting and outbound sales capabilities - Experience using Salesforce with disciplined pipeline and forecasting management - Ability to operate independently while contributing to a collaborative sales culture Benefits - 15 vacation days (prorated based on start date) - 12 company-paid holidays - 6 paid sick days (prorated based on start date; may vary by state) - Medical, dental, and vision coverage - 2 floating holidays (prorated based on start date) - 1 volunteer day - 401(k) company match (IDC matches 3% on the first 6% of employee contributions) - Company-paid short-term disability - Company-paid life insurance - Company-paid parental leave

• Meet or exceed territory revenue and subscription targets by expanding adoption of Pearson’s digital, print, and service solutions across assigned accounts • Build, manage, and advance a strong pipeline of competitive opportunities using market intelligence, customer insights, and disciplined sales execution • Accelerate the adoption of subscription-based and Inclusive Access solutions that improve student affordability and access • Execute key selling cycles, including back-to-school campaigns, to increase student engagement and drive market share growth • Develop trusted relationships with faculty, department leaders, and institutional stakeholders by understanding their instructional goals and challenges • Engage customers through virtual meetings, phone, and email, using consultative selling techniques to uncover needs and recommend tailored solutions • Deliver compelling presentations, product demonstrations, and student-facing technology training that support successful adoption • Collaborate with campus bookstores and administrators to maximize sell-through and implementation success • Partner closely with Account Executives, Customer Success, subject matter experts, and operations teams to support program-wide and institution-wide opportunities • Maintain disciplined pipeline management and accurate forecasting in Salesforce (OneCRM)

Role Description Come be a part of a rapidly expanding $35 billion-dollar global business. At Amazon Business, a fast-growing startup passionate about building solutions, we set out every day to innovate and disrupt the status quo. We stand at the intersection of tech & retail in the B2B space developing innovative purchasing and procurement solutions to help businesses and organizations thrive. At Amazon Business, we strive to be the most recognized and preferred strategic partner for smart business buying. Bring your insight, imagination and a healthy disregard for the impossible. Join us in building and celebrating the value of Amazon Business to buyers and sellers of all sizes and industries. Unlock your career potential. - Deliver accurate weekly reporting on pipeline and customer spend adoption, including account status updates and insights learned during deployment - Provide strategic account engagement that helps customers implement solutions that solve industry-specific procurement challenges - Drive and accelerate spend adoption by advising customers on best practices for using Amazon Business solutions - Focus on automating service needs for customers, while working with Product and Technical teams to develop solutions that will increase solution adoption - Relay market needs and requirements back to internal Amazon teams, including Product, Technical, and Category Management teams Qualifications - 5+ years of B2B or enterprise sales with a focus on hunting new business experience - Bachelor's degree in a relevant field or equivalent work experience - Experience identifying, developing, negotiating, and closing opportunities across a wide spectrum of customer engagement levels - Experience positioning and selling technology to new customers and new market segments - Experience with MS Office Suite, CRMs (Salesforce) and other systems - 8+ years of sales experience selling to Fortune 1000 senior leadership - Experience selling to procurement and/or supply chain roles - Experience owning customer facing communication including leading in-person or virtual customer meetings, product demonstrations, or trainings - Demonstrated success identifying, prioritizing, developing, and growing a book of strategic customer accounts Benefits - Comprehensive health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans) - EAP, Mental Health Support, Medical Advice Line - Flexible Spending Accounts - Adoption and Surrogacy Reimbursement coverage - 401(k) matching - Paid time off - Parental leave Company Description Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status. Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit this link for more information. The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Learn more about our benefits at this link .

• New Client Acquisition & Business Development Identify, prospect, and engage behavioral health providers including treatment centers, detox programs, residential facilities, outpatient programs, and sober living organizations. • Conduct research on prospective clients’ businesses, operational needs, alumni engagement gaps, and growth opportunities. • Generate interest in solutions through cold calling, outbound prospecting, follow-up on company-provided leads, email outreach, and face-to-face meetings. • Build, nurture, and maintain strong relationships with prospects and existing clients throughout the sales process. • Cross-sell additional CRM, RCM, and platform solutions within the existing client base. • Consultative Discovery & Solution Design Lead structured, discovery-driven sales conversations to understand client workflows, discharge processes, alumni program maturity, operational challenges, and revenue goals. • Clearly articulate how the company’s platform, consulting services, CRM, and RCM solutions address client pain points and improve outcomes. • Design and position tailored solutions aligned with each client’s readiness, resources, and long-term business strategy. • Educate prospects on product features, benefits, and measurable ROI through presentations and live demonstrations. • Product, Industry & Subject Matter Expertise Become a subject matter expert on the company’s products, services, processes, and operations while staying current on behavioral health industry trends and news. • Develop a deep understanding of the platform’s ability to drive alumni activation, outcomes tracking, operational efficiency, and revenue growth. • Confidently communicate with operators, admissions leaders, marketers, and executive teams. • Quickly learn and apply new product information in customer-facing scenarios while effectively handling objections and positioning value. • Full Sales Cycle Management Manage the complete sales cycle from prospecting and discovery through demo, proposal, negotiation, and close. • Negotiate contract terms with clients and communicate finalized agreements to internal stakeholders. • Coordinate with implementation and operational teams to ensure smooth client onboarding, aligned expectations, and successful handoffs. • Maintain discipline around deal scope, pricing, and discount authority while ensuring a high-quality client experience. • Pipeline Management, Forecasting & Revenue Performance Build and maintain a healthy sales pipeline aligned with monthly and quarterly revenue targets. • Consistently meet or exceed sales quotas while contributing directly to ARR growth and predictable forecasting. • Maintain accurate, up-to-date CRM records, including activity tracking, lead management, pipeline hygiene, and forecasting within Salesforce. • Demonstrate a proven ability to manage forecasts accurately and achieve established performance metrics.