Business Development Executive, APAC

At Instructure, we are dedicated to empowering EdTech providers and educational organisations to unlock their full potential through innovative technology solutions. Our mission is to provide intuitive products and services that simplify learning and personal development, foster meaningful relationships, and inspire progress in education and careers. We believe in giving smart, creative, and passionate individuals the opportunity to make a significant impact in the world of EdTech. 

Reporting to the APAC Director, the role of the Business Development Manager will focus on proactively managing the business development activities and taking Parchment’s (now part of Instructure) solutions to new customers in the ANZ and South-East Asia market. Instructure has a strong regional position established with an existing customer-base and market presence (My eQuals in ANZ; and Parchment Digitary Services in SE Asia), with this being an important role to leverage and extend, by enabling new customers to avail of Parchment’s full suite of progressive digital solutions in the respective target markets. The Business Development Manager will come from a strong results-driven background, with a desirable experience selling SaaS; and working with and understanding education institutions. An ability to appreciate and navigate the industry, including strong insights and experience with decision-making processes to effectively position Parchment’s solutions with the appropriate stakeholders is imperative. The Business Development Manager will be able to clearly articulate wins, challenges and how the outcomes were achieved or occurred. 

The Business Development Manager will demonstrate strong presentation skills, be measured, be collaborative in engagement, develop and initiate ideas into actions, be comfortable with engaging cold and warm leads and in general have a proactive mindset and approach that is focused on success – for education institutions, learners, employers and Parchment.

We are looking for an enthusiastic and proactive person, who will engage directly with education institutions one-to-one and in groups where applicable. From registered training organisations in Australia, to private training establishments in New Zealand, higher education institutions in SE Asia and a variety of other customers, the opportunity to build and execute a large pipeline in the region awaits. You will be required to meet regularly with key customer stakeholders, developing strong relationships and providing timely propositions to advance opportunities and achieve sales targets. You will be required to maintain updates in Salesforce CRM and associated systems, comfortable with performing day-to-day activities to meet deadlines, whilst being adaptable to changing needs as the business continues to grow.

This is a fantastic opportunity to join an organisation that has had significant wins and expansion over the last few years around the world, with fantastic solutions and an exciting roadmap that will have a significant impact on learners worldwide being able to be recognised with a comprehensive record of learning, skills and capabilities with verified credentials.

• Achieve revenue targets and generate new business
• Identify strategic and business growth opportunities
• Continuously maintain a deep understanding of our product solutions to ensure effective presentation pitches and customer requirements can be addressed 
• Present and communicate strongly to decision makers and influencer groups, with an outcome-driven approach to move opportunities through the customer buying process
• Be an expert in Parchment’s  solutions and how to sell it into your defined market
• Proactively identify and develop business relationships with potential customers and ensure a strong pipeline of opportunities is maintained at various stages of the sales cycle
• Develop customer accounts plans and methodically drive the customer through our sales process and sales methodologies to onboardingIdentify customer pain points and align USP to match
• Coordinate the right internal team members into presentations, demonstrations, technical workshops and tender requirements where applicable
• Consistently apply and utilise Salesforce, including methodology and structure to manage and process opportunities for achieving targets and overall management
• Develop proposals that address customer requirements, needs, concerns and objectives
• Complete tender responses and associated procurement requirements with customers
• Negotiate agreements and handle objections by clarifying and working through differences to a positive conclusion
• Actively source customers and execute ways to engage with potential customersWork with marketing, wider commercial team and other stakeholders in developing effective collateral and initiatives for campaigns and overall engagement

• Bachelor’s Degree (or equivalent experience)
• 1+ years experience selling into the education sector; or
• 1+ years experience selling SaaS or similar technology solutions
• Fluent in English (written and verbal)

• Good experience working in similar roles or aligned sales activities and tasks
• Proven sales experience of selling outcomes, meeting or exceeding targets
• Proven ability to drive the sales process from plan to closureAbility to communicate, present and influence all levels of the organisation, excelling at building and leveraging strong business relationships
• Exceptional communication and interpersonal skills
• Highly motivated, energetic and customer-focused approach/mentality
• Worked in a SaaS based organisation or have serviced SaaS solutions for customers
• Worked in/with higher education and vocational education institutions is preferred
• Calm and focused under pressure
• Excellent communication and presentation skills, both written and verbal
• Knowledge and experience using Salesforce is highly favourable
• Flexible approach to work and strong time managementProven sense of urgency in completing tasks and meeting deliverables
• Ability to work independently and able to organise workloads and manage time, including adjusted priorities and tight deadlines

• Strategic selling
• Higher Education experience
• SaaS experience
• Strong negotiator

• Curious
• Strong communication
• Resilient

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.