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 awesome things.
And that's where you come in:
The Associate Regional Sales Manager, Pathways 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 Account Based suite of products to US-based postsecondary institutions with fewer than 2,000 serviceable learners. 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 Account Based suite of products include Directors of Admission, Registrars, and Vice Presidents of Enrollment Management.
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 Associate Regional Sales Manager, Pathways will ideally meet or exceed sales objectives in 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.
Key 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.Generating $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 $300,000 - $450,000 and a sales pipeline of $750,000-1.125M.Creating, Implementing, and Maintaining a quarterly territory planExecuting a prospecting methodology as part of their regular routineManaging 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 Associate Regional Sales Manager, 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 and Midwest with fewer than 2,000 serviceable learnersThis is full-time position
Professional Qualifications and Experience
Strong attention to detailExcel at building and leveraging strong relationshipsExcellent written and verbal communication skillsBright, energetic professional with outstanding communication and interpersonal skillsDemonstrated ability to manage multiple tasks with shifting priorities and tight deadlinesAbility to work in an entrepreneurial environmentSelf-driven and independentGrowth mindsetWell-versed in the following:
Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - RequiredSalesForce Reporting and Usage - RequiredWbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and HighSpot- will trainMicrosoft Suite of Tools (Word, Excel, Powerpoint) skills - will trainDevelop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
Desired Education & Experience:
Bachelor’s degree required1+ years of sales experience, preferably within an EdTech SaaS companyFamiliarity with Winning by Design & Sandler Sales Methodology Training is a plus
