The Associate Regional Sales Manager, Award 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 Award 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 Award Account Based suite of products include 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, Award will ideally meet or exceed sales objectives in the assigned territory (west) 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.Primary 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 $400,000 - $550,000 and a sales pipeline of $750,000-1.125M .Creating, Implementing, and Maintaining an 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, Award 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 West with fewer than 2,000 serviceable learners. Preference to candidates based in the West. This is full-time positionProfessional Qualification and Experience: Strong attention to detail Excel 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 deadlines Ability to work in an entrepreneurial environmentSelf-driven and independent Growth mindsetWell versed in the following: Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - RequiredSalesForce Reporting and Usage - RequiredSandler, Tableau, Gong, Outreach, DemandBase, and Seismic - 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 HighspotDesired education and experience: Bachelor's degree required1+ years of sales experience, preferably within an EdTech SaaS companyFamiliarity with Sandler Sales Methodology Training is a plus$50,000 - $61,500 a yearThis position will also include a commission target giving the role an OTE of $141,500 as well as an equity grant in the form of restricted stock units (RSUs).We've always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.At Instructure we participate in E-Verify and yes, in case you didn't catch it from the above, we are an Equal Opportunity Employer.All Instructure employees are required to successfully pass a background check upon being hired.
