Regional Sales Manager, Award

Employment Type: Full-time

Position Overview

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.

The Regional Sales Manager, Award is responsible for creating, managing, and closing new sales pipeline within their assigned territory for the Parchment Award Account Based suite of products. This role targets US-based postsecondary institutions with more than 2,000 serviceable learners. The individual will drive net-new client adoption and cross-sell new products into our existing network. Key audiences include University Registrar Offices, VPs of Enrollment, Student Success Leaders, and Provosts. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office within the assigned territories.

The Regional Sales Manager, Award will ideally meet or exceed sales objectives by promoting and selling Parchment product solutions through professional sales techniques and long-term customer relationships. This position requires a proven record in new client acquisitions.

Territories/Regions: Florida, Georgia, and South Carolina.

Responsibilities

• Schedule and conduct 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.
• Generate $25,000-$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 attain annual quota by year-end.
• Manage a fully ramped annual sales quota of $600,000 - $700,000 and a sales pipeline of $2M-4M.
• Create, implement, and maintain a quarterly territory plan.
• Execute a prospecting methodology as part of a regular routine.
• Manage an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers.
• Quarterback the sale through the entire sales process, ending after the transition to a Customer Success Manager.
• Continually learn about new products and hone selling strategies. Attend training events and participate in self-paced tutorial learning.
• Provide regular reporting of pipeline and forecasts using Salesforce.
• Keep abreast of competition, competitive issues, and products.
• Attend and participate in sales meetings, product seminars, and trade shows.
• Prepare written presentations, reports, and price quotations.
• Conduct and manage contract negotiations.
• Upsell and sell additional products/services into existing clients.

Requirements

• 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.
• Required Skills:
  • Google Suite of Tools (Gmail, Docs, Sheets, Slides)
  • Salesforce Reporting and Usage
• Training Provided For:
  • Sandler
  • Tableau
  • CoPilot
  • Outreach
  • DemandBase
  • Highspot
• Familiarity with Microsoft Suite of Tools (Word, Excel, PowerPoint) is expected.

Company Information

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.