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Associate Regional Sales Manager, Award

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, Provosts, Directors and/or 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 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:
  • The Associate Regional Sales Manager, Award will:
  • 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 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 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 South and Southeast with fewer than 2,000 serviceable learners


Professional Qualifications and Experience:
  • 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
  • Well-versed in the following:
  • 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 Seismic


Desired Education & Experience:
  • Bachelor’s degree required
  • 1+ years of sales experience, preferably within an EdTech SaaS company
  • Familiarity with Sandler Sales Methodology Training is a plus


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


$50,000 - $60,000 a year
This role will also have a commission target of $40k bringing the OTE to a range of $90k-100k.

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.

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Average salary estimate

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$50000K
$60000K

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What You Should Know About Associate Regional Sales Manager, Award, Instructure

As the Associate Regional Sales Manager, Award at Parchment, you'll play a pivotal role in shaping the future of our Parchment Award Account Based products among U.S.-based postsecondary institutions. This remote position requires an entrepreneurial spirit as you build and manage your own sales pipeline, driving net-new client adoption and maximizing product cross-sells. You'll engage with key decision-makers like Registrars and Directors of Enrollment Management to help transform the way these institutions enhance their operational efficiencies. Your responsibilities will include setting up and delivering essential meetings, crafting strategic territory plans, and generating significant weekly sales opportunities. You'll utilize professional sales techniques to develop lasting relationships, and your targets will ensure you remain engaged and driven to meet a robust annual sales quota ranging from $300,000 to $450,000. If you're someone who has a flair for sales, a keen understanding of the education sector, and is ready to foster meaningful connections, this role at Parchment might be the perfect fit for you. Join us and be part of a team dedicated to reinforcing the educational system through innovative solutions.

Frequently Asked Questions (FAQs) for Associate Regional Sales Manager, Award Role at Instructure
What does an Associate Regional Sales Manager at Parchment do?

The Associate Regional Sales Manager at Parchment is tasked with developing new sales pipelines, managing existing opportunities, and closing sales for the Parchment Award Account Based products among U.S. postsecondary institutions. This involves engaging with key stakeholders, such as Registrars and Enrollment Directors, to promote and sell innovative solutions that can enhance their operational efficiencies.

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What qualifications do I need to apply for the Associate Regional Sales Manager position at Parchment?

To apply for the Associate Regional Sales Manager position at Parchment, you should have at least a bachelor's degree and 1+ years of sales experience, ideally in an EdTech SaaS environment. Familiarity with tools like Salesforce and a foundational understanding of sales methodologies will also be beneficial.

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What are the key responsibilities of the Associate Regional Sales Manager at Parchment?

Key responsibilities of the Associate Regional Sales Manager at Parchment include scheduling and conducting new client meetings, creating a quarterly territory plan, generating weekly sales opportunities, and managing a sales pipeline. You'll also track and report on your progress using Salesforce and ensure you remain updated on competitive products and market trends.

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What skills are essential for success as an Associate Regional Sales Manager at Parchment?

Essential skills for success as an Associate Regional Sales Manager at Parchment include strong communication abilities, attention to detail, and a knack for building relationships. Being self-driven, adaptable, and possessing a growth mindset will also aid in achieving sales goals and successfully navigating a dynamic work environment.

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What can I expect in terms of compensation and benefits as an Associate Regional Sales Manager at Parchment?

As an Associate Regional Sales Manager at Parchment, you can expect a competitive salary ranging from $50,000 to $60,000, complemented by a commission target of $40,000, for an on-target earnings range of $90,000 to $100,000. You'll also enjoy a comprehensive benefits package, including a 401k, HSA program, tuition reimbursement, and a flexible working schedule.

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Common Interview Questions for Associate Regional Sales Manager, Award
How do you approach building relationships with key stakeholders as an Associate Regional Sales Manager?

Building relationships starts with listening and understanding the unique needs of each stakeholder. I prioritize scheduling one-on-one meetings to discuss their challenges and goals, ensuring my solutions align with their objectives. Regular follow-ups and transparency in communication help strengthen these relationships over time.

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What strategies do you use to generate new sales opportunities?

I utilize a mix of networking, social selling, and targeted outreach campaigns tailored to the specific needs of educational institutions. Identifying schools that fit our ideal customer profile allows me to create personalized pitches that resonate with their pain points and showcase our value.

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Describe your experience with Salesforce and how you use it in your sales process.

I have extensive experience using Salesforce for tracking leads and managing my sales pipeline. It's invaluable for maintaining organized records, setting reminders for follow-ups, and generating reports on my sales activities. I believe data analysis is crucial for refining my approach and improving efficiency.

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How do you stay informed about industry trends and competitive products?

Staying informed involves regularly engaging with industry publications, attending webinars, and participating in professional networks. Additionally, I make it a point to follow competitors and analyze their offerings to identify gaps in the market that Parchment can fill.

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Can you share a successful sales experience in your previous role?

In my previous role, I successfully secured a partnership with a small university by conducting thorough research on their enrollment challenges. My tailored proposal highlighted how Parchment's solutions could streamline their processes, leading to a signed contract that significantly increased our market presence in that region.

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What is your process for handling objections during a sales call?

When I encounter objections, I first listen carefully to understand the underlying concerns. I address them with empathy and provide relevant solutions or examples that illustrate how Parchment's offerings can alleviate those concerns, turning the objection into a conversational opportunity.

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What role does teamwork play in achieving your sales goals?

Teamwork is vital as it allows for the sharing of insights, resources, and strategies. Collaborating regularly with my Sales Development Representative helps in aligning our goals and ensuring a cohesive approach to managing our territory, which ultimately leads to achieving our sales objectives.

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How do you handle tight deadlines and multiple sales tasks?

I prioritize tasks based on urgency and impact, using project management tools to keep track of deadlines. Regular check-ins with my team also help us stay aligned, enabling us to adapt quickly if an unexpected task or priority arises.

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In your opinion, what qualities make a successful Associate Regional Sales Manager?

A successful Associate Regional Sales Manager possesses strong communication skills, adaptability, and resilience. They need to be proactive in relationship building while having a clear vision of their sales strategy. Additionally, a growth mindset allows for continuous improvement and better alignment with clients' evolving needs.

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How would you contribute to fostering a diverse and inclusive environment at Parchment?

I believe in leading by example, promoting open dialogue around diversity and inclusion in every team interaction. I would endeavor to celebrate varied perspectives and backgrounds, ensuring that every team member feels valued and empowered to contribute their unique ideas and solutions.

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Our mission is to inspire everyone to learn together. We work toward this goal by focusing on openness, relationships, equality, ownership, and simplicity. These values apply across the board: to our software and services; our coworkers, customers...

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BENEFITS & PERKS
Health Savings Account (HSA)
Dental Insurance
Vision Insurance
Disability Insurance
Flexible Spending Account (FSA)
Family Medical Leave
Paid Holidays
FUNDING
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, remote
DATE POSTED
December 20, 2024

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