Senior Strategic Account Manager - SoCal at PowerSchool

Job description

At PowerSchool, we are a dedicated team of innovators guided by our shared purpose of powering personalized education for students around the world. From the central office to the classroom to the home, PowerSchool supports the entire educational ecosystem as the global leader of cloud-based software for K-12 education. Our employees make it all possible, and a career with us means you’re joining a successful team committed to engaging, empowering, and improving the K-12 education experience everywhere. Team Overview Our Sales team serves the critical role of getting our products into the hands of our customers. This talented team works hard to build and maintain relationships with our clients, as well as looks for new business opportunities to expand our reach. Description The Account Management team manages and nurtures business relationships with our customers. The team identifies customer needs, developing customized solutions and communicating regularly to build customer loyalty. Your day-to-day job will consist of: • Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion by creating and executing sales plays within an assigned territory of accounts. • Build and refresh quarterly territory plans tied to whitespace, executive personas, funded initiatives, services attach, adoption gaps, and next plays by buying persona. • Create and progress pipeline by running named plays, executive outreach, and multi-threaded engagement across Superintendent, CIO, CFO, CHRO, CAO, Procurement. • Run deals end to end from discovery through close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timeline control. • Maintain forecast accuracy and CRM standards, including contacts, activities, next steps, and stage exits that map to PowerSchool’s standard deal methodology. • Orchestrate Solution Consulting, Services, Customer Success, and Partners to drive value realization, run QBRs, meet SLAs, and renewal readiness. • Capture and relay market signals and customer feedback to product, pricing, and go-to-market teams to improve offer structure, sales plays, or guidance for product, pricing, and marketing. • Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles. Success Indicators • Territory delivers or exceeds expansion and retention targets with visible multi-suite expansion across priority accounts. • Pipeline forecast accuracy within acceptable standards. • Slip rate and stage aging decline while win rate and renewal performance improve. • Territory plans are in place and reviewed with leadership. Minimum Qualifications • Consistent attainment against bookings and revenue retention targets, including multi-suite expansion across assigned accounts. • Experience leading 6- to 9-month sales cycles centered on cross-sell, orchestrating overlay teams through public-sector procurement across multiple buying personas; able to turn a champion in one persona into wins with others (for example, CFO to CHRO or CAO). • Demonstrated pipeline and forecast discipline in Salesforce, inspection-ready for weekly reviews. • Proficiency with a modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits. • 4+ years enterprise SaaS sales experience, ideally in CRM, ERP, Analytics, or EdTech. • Bachelor’s degree or equivalent experience. • Preferred Qualifications • K–12 or public-sector experience, including funding cycles, board approvals, RFPs, and use of co-ops or state purchasing vehicles. • Established references from K–12 district leaders or directors who can speak to integrity, reliability, collaborative problem solving, and joint value creation. • Ability to build executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement, with demonstrated whitespace planning that scales across a large book. Compensation & Benefits PowerSchool offers the following benefits: • Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D) • Flexible Spending Accounts and Health Savings Accounts • Short-Term Disability and Long-Term Disability • Comprehensive 401(k) plan • Generous Parental Leave • Unrestricted paid time off (known as Discretionary Time Off - DTO) • Wellness Program, including ClassPass & Employee Assistance Program • Tuition Reimbursement • Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage A reasonable estimate of the base compensation range for this position is $71,300 - $89,100 USD plus applicable commission. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters. EEO Commitment PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing accomodations@powerschool.com. Not ready to apply? Connect with us for general consideration.

Requirements

Must-haves

Team Overview
The Account Management team manages and nurtures business relationships with our customers. The team identifies customer needs, developing customized solutions and communicating regularly to build customer loyalty.
Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion by creating and executing sales plays within an assigned territory of accounts.
Build and refresh quarterly territory plans tied to whitespace, executive personas, funded initiatives, services attach, adoption gaps, and next plays by buying persona.
Create and progress pipeline by running named plays, executive outreach, and multi-threaded engagement across Superintendent, CIO, CFO, CHRO, CAO, Procurement.
Run deals end to end from discovery through close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timeline control.
Maintain forecast accuracy and CRM standards, including contacts, activities, next steps, and stage exits that map to PowerSchool’s standard deal methodology.
Orchestrate Solution Consulting, Services, Customer Success, and Partners to drive value realization, run QBRs, meet SLAs, and renewal readiness.
Capture and relay market signals and customer feedback to product, pricing, and go-to-market teams to improve offer structure, sales plays, or guidance for product, pricing, and marketing.
Success Indicators
Territory delivers or exceeds expansion and retention targets with visible multi-suite expansion across priority accounts.
Pipeline forecast accuracy within acceptable standards.
Slip rate and stage aging decline while win rate and renewal performance improve.
Territory plans are in place and reviewed with leadership.
Consistent attainment against bookings and revenue retention targets, including multi-suite expansion across assigned accounts.
Demonstrated pipeline and forecast discipline in Salesforce, inspection-ready for weekly reviews.
Proficiency with a modern deal methodology and mutual close plans, for example MEDDPICC, with all elements captured and kept current in CRM and used to drive stage exits.
4+ years enterprise SaaS sales experience, ideally in CRM, ERP, Analytics, or EdTech.
Bachelor’s degree or equivalent experience.
Flexible Spending Accounts and Health Savings Accounts
Short-Term Disability and Long-Term Disability

Nice-to-haves

K–12 or public-sector experience, including funding cycles, board approvals, RFPs, and use of co-ops or state purchasing vehicles.
Established references from K–12 district leaders or directors who can speak to integrity, reliability, collaborative problem solving, and joint value creation.
Ability to build executive relationships across Superintendent, CIO, CHRO, Curriculum, Finance, and Procurement, with demonstrated whitespace planning that scales across a large book.

Application prep

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Platform: icims
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave

Wellness