Vice President, Sales (Central/West Region)

Encoura is looking for an ambitious enterprise SaaS sales leader who is eager to prosper in a dynamic high growth environment. This role reports directly to the Chief Growth Officer.  In this role, you will lead, grow, and manage a sales team – including driving growth strategy and, of course, closing deals.  The ideal candidate has experience managing a high performing team to drive exponential business growth and the ability to manage and close complex sales. They are adept at navigating relationships with multiple executive stakeholders.  They thrive in it, quarterbacking internal teams to scope transformative solutions in Enrollment Higher Education.

What You'll Accomplish

During the first 6 months you will:

·       understand and monitor your team’s sales goals, challenges and potential.

·       develop a rapport with each of your team’s sales representatives.

·       understand all our products/solutions and what they provide to our clients.

·       have an in-depth understanding of sales and contract processes.

·       attend service team’s calls to understand their importance to success.

·       travel to conferences and college campuses to observe client meetings.

During the following 6 months you will:

·       have in-depth knowledge of your top successful clients and the programs we provide.  

·       be actively working to determine growth potential to replicate success in the territory.

·       be able to provide value to your team’s sales calls and can overcome objections.

·       work with our service teams to drive successful client programs. Sales Management support will always be there to help you succeed.

·       be actively traveling with your team to coach and assist in conducting client meetings both on campus and at state, regional and national conferences. 

·       be using a consultative approach to solutions selling during all client interactions and while coaching your team.

Future Years:

·       You will help grow your team’s line of business and actively coach your team’s development.  Your creative suggestions to improve success will be expected and highly appreciated!

·       Willingness to travel and adapt to the needs of Encoura with a strong commitment to driving client success.

• You will begin by being trained as a sales representative to ensure you understand our solutions, processes and contracts to help you effectively manage.
• Manage a team of sales executives to meet Encoura’s quarterly and annual goals.
• Effectively engage with new prospects and win deals by using a consultative, value-oriented approach that resonates with c-level decision makers.
• Travel with each assigned sales representative to coach, mentor and close sales.
• Demonstrate a high level of business acumen, managing the team to effectively diagnose the client’s business challenges to prescribe Encoura’s best fit solutions for success.
• Drive the entire sales process from prospecting through opportunity development and deal closure, to post-sale kickoff with our Client Experience Teams.
• Work in a dynamic scale-up where you will share feedback from the field to help shape the evolution of our product and service offerings.
• Obsess over outcomes and continuously iterate and innovate to drive the evolution of our business.
• Hold weekly individual meetings with team-members.
• Report to sales management the team’s progress and challenges.
• Collaboration with sales management is critical.
• Train and monitor that your team is following process protocol: approvals, pricing, CRM recording, necessary travel and reporting.
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies. 

• A minimum of 5 years of recent sales and account management experience in post-secondary education with a proven track record of identifying business opportunities, creating and executing a sales plan, and consistently achieving quarterly and annual revenue goals. Must be proactive, motivated, and have impeccable time management skills. 
• A Bachelor’s degree or relevant track record of success
• A minimum of 5 years of experience working in Enrollment Management at a Higher Education Institution or a similar vendor in the industry.
• A minimum of 5 years of experience managing a sales team.
• Ability to travel to customer meetings, corporate training, and tradeshows. 
• Strong sales aptitude 
• Strong coaching and motivating skills
• Proficient verbal & written communication skills 

About Us

Encoura’s mission is to empower students and institutions to create meaningful connections so everyone can make the most informed decisions to achieve their goals. Since 1972, the company has evolved its products and services to better represent the link between students and higher education institutions and to create the highest probability of student success. 

With the launch of the Encoura platform in 2017, the company provides custom technology solutions that combine Eduventures research, data science, strategic enrollment, and multichannel marketing services to over 2,000 higher ed institutions. The company also offers Encourage® —the nation’s largest free college and career planning program used by millions of high school students and educators nationwide. 

Encoura is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. All applicants must be eligible to work in the U.S. 

Encoura endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require reasonable accommodation to complete any part of the application process or are limited in the ability and need an alternative method for applying, please contact the Talent Team. 

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