Instructure

Regional Sales Manager, Pathways (Enterprise)

Job Description

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create something awesome. And that's where you come in:

The Regional Sales Manager, Pathways (Enterprise) is responsible for creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline, in the territory for which they are responsible for the Parchment Pathways Enterprise suite of products. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network. The audiences for Parchment Pathways Enterprise suite of products include Commissioners, Chief Academic Officer, Academic Policy leads, and Executive Directors at State Agencies, Chancellor, Vice Chancellor, Provost, Vice Provost, and Presidents at Postsecondary Institutions. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office that is within the territories for which we are hiring. The Regional Sales Manager, Pathways will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships. This position will require an individual who has a proven record in new client acquisitions. 


Responsibilities:
  • Schedule five (5) “1st new meetings” per week.
  • Deliver five (5) “1st new meetings” per week.
  • Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
  • Build $20,000 - $40,000 in new sales opportunities each week, depending on territory assignment.
  • Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).
  • Make incremental progress to successfully attaining annual quota by year end.
  • Manage a fully ramped annual sales quota of $650,000 - $850,000 and a sales pipeline of $1.5-2M.
  • 25%-50% Travel within assigned territory.
  • Creating, Implementing, and Maintaining an quarterly territory plan
  • Executing a prospecting methodology as part of their regular routine
  • Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager.
  • Continually learning about new products and improving selling skills. The Regional Sales Manager (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.
  • Providing regular reporting of pipeline and forecasts using Salesforce.
  • Keeping abreast of competition, competitive issues and products.
  • Attending and participating in sales meetings, product seminars, and trade shows.
  • Preparing written presentations, reports, and price quotations.
  • Conducting and managing contract negotiations.
  • Ability to upsell and sell additional products/services into existing clients.

    • Market:
  • US Higher Education Institutions in the Northeast (includes: MA, NH, VT, ME, CT, RI, NY, PA, NJ and US Territories)
  • US Higher Education in Institutions in the Midwest (includes: ND, SD, NE, KS, MN, IA, MO, WI, IL, IN, MI, OH)

    • Professional Qualifications and Experience:
  • Exhibit a willingness to travel up to 50%  a year
  • Strong attention to detail
  • Excel at building and leveraging strong relationships
  • Excellent written and verbal communication skills
  • Bright, energetic professional with outstanding communication and interpersonal skills
  • Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
  • Ability to work in an entrepreneurial environment
  • Self-driven and independent
  • Growth mindset
  • Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
  • SalesForce Reporting and Usage - Required
  • Sandler, Tableau, Gong, Outreach, DemandBase, and Seismic - will train
  • Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train
  • Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot

    • Desired Education & Experience:
  • Bachelor’s degree required
  • 3+ years of sales experience, preferably within an EdTech SaaS company
  • 3+ years of experience in an educational environment

    • Get in on all the awesome at Instructure:
  • 401k with company match
  • HSA program, vision, voluntary life, and AD&D 
  • Tuition reimbursement
  • Lifestyle Spending Account
  • Paid time off, 11 paid holidays, and flexible work schedules 
  • Motivosity - employee recognition program

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