Manager - Account Executives (West)

📋 Description

• • Lead, mentor, and coach a team of Account Executives in the Western US to achieve high levels of sales and service performance, meeting weekly, monthly, and annual sales goals and quotas for new revenue and account retention.
• • Serve as a role model for client engagement by demonstrating best practices in relationship management, active listening, coaching, and feedback delivery to direct reports.
• • Retain and grow designated higher education accounts across multiple Western states by reviewing contracts, tracking end dates, championing product utilization, and proactively engaging clients to extend terms or expand offerings.
• • Support large cross-sell opportunities and key account retention efforts through virtual and in-person client interactions, providing strategic guidance on account planning and solution alignment.
• • Conduct at least one structured annual account review meeting with each client institution (on-campus or virtual) to communicate Nelnet’s value, long-range objectives, and service enhancements.
• • Develop a deep understanding of client needs at all institutional levels and articulate the practical application of Nelnet Campus Commerce solutions to drive adoption and satisfaction.
• • Collaborate with Customer Success, Technical Sales, Account Managers, and Operations teams to create integrated client strategies that leverage Nelnet best practices and exceed customer expectations.
• • Actively participate in evaluating new product requests from clients, creating business case studies to justify investment, and contributing to product development prioritization and deployment timelines.
• • Coordinate and assist in the creation and distribution of client communications regarding system upgrades, enhancements, and new features.
• • Generate, complete, and track project and change request forms in the CRM system, ensuring accurate documentation of all client interactions and service modifications.
• • Leverage existing client relationships to expand the utilization of Nelnet Campus Commerce solutions through cross-selling and referrals.
• • Attend trade shows, conferences, and industry events as needed to support client engagement and market presence.
• • Gather competitive intelligence to continuously evaluate Nelnet’s market position and inform sales strategy.
• • Conduct regular sales team calls to share successes, challenges, and actionable insights that foster team growth and alignment.
• • Assist with the onboarding, training, and orientation of new Account Executives to ensure rapid ramp-up and consistent performance standards.
• • Travel approximately 50% of the time to meet with clients, attend events, and support team activities across the Western US territory.
• • Maintain a line of communication with clients built on mutual respect, trust, integrity, and open, honest dialogue to strengthen long-term partnerships.
• • Promote new services and effectively cross-sell additional Nelnet solutions within existing client accounts to drive revenue growth.
• • Understand both the customer’s business operations and the Nelnet Campus Commerce product suite to communicate enhancement requirements internally and externally.
• • Demonstrate initiative, ownership, assertiveness, flexibility, and strong conflict resolution skills in managing client and team dynamics.
• • Uphold high standards of integrity, conscientiousness, and commitment in all client and team interactions.