Regional Sales Manager - Southern US - job 2 of 2

Regional Sales Manager (RSM)

Remote – US

The Opportunity:
Anthology offers the largest EdTech ecosystem on a global scale, supporting over 150 million users in 80 countries. Our mission is to provide dynamic, data-informed experiences to the global education community so that learners and educators can achieve their goals.

We believe in the power of a truly diverse and inclusive workforce. As we expand globally, we are committed to making diversity, inclusion, and belonging a foundational part of not only our hiring practices but who we are as a company.

For more information about Anthology and our career opportunities, please visit www.anthology.com.

Responsibilities:

The Regional Sales Manager (RSM) is responsible for selling Anthology’s full portfolio of products and services to all higher education institutions in an assigned territory. This role reports to a Regional Vice President in the Americas and is responsible for meeting corporate sales, revenue, operational and strategic goals. As a successful RSM, you will be responsible for developing and maintaining critical high-level relationships with college leadership for the purpose of generating revenue.

Specific responsibilities include:

• Meet and exceed sales objectives of the assigned territory by promoting and selling our suite of products and services through a consultative selling approach that effectively aligns the products to customer business objectives while demonstrating a quantifiable value proposition to the customer.
• Building and deepening client relationships.
• Developing and executing strategic and actionable territory plans to hit goals.
• Achieve goals and quotas by following account activity, close rates, time-to-close, risk management and pipeline management.
• Maintaining accurate forecasting via organizational systems; escalating at risk clients to Regional Vice President.
• Leveraging internal resources, such as Portfolio teams and Solution Engineers to close business.

The Candidate
Required skills/qualifications:

• Experience in consultative selling and relationship management in an enterprise/solution and/or technical sales environment
• Experience managing and growing an existing book of business in excess of $10M ACV, with proven track record of quota achievement in technology, software solutions or SaaS
• Ability to lead strategic teams in securing and growing existing business including experience in navigating complex sales cycles with multiple stakeholders
• Highly developed client service and client satisfaction focus to assist in client renewals.
• Proficiency in building a pipeline, moving opportunities through the sales cycle, and proposing, presenting, and discussing solutions with C-level and other executive decision-makers.
• Excellent oral, written communication skills and presentation skills
• Owns territory bookings and renewals target and achievement of target bookings by product mix that includes territory pipeline and forecast accuracy and completeness in the CRM.
• Owns territory new bookings including new logo, expansion, and upsell.
• Maintains close relationships with all accounts in their territory, with multiple roles in each institution.
• Embodies the mission and essence of Anthology, as a single person representing Anthology’s entire portfolio. This requires understanding Anthology solutions, how they support higher education, and being able to have meaningful conversations across multiple buyer personas to surface leads.
• Ability to thrive in a collaborative, multi-disciplined, virtual environment.
• 50-75% travel required.

Preferred skills/qualifications:

• Sales expertise of products/services to the higher education market at all levels within an institution.
• Enterprise application sales experience (10+ years)
• Ability to present solutions and handle objections in a polished, well-spoken manner.
• Proven ability in solution selling, including ability to call on senior level administrators and business function executives at colleges and universities.
• Thorough understanding of all stages of the sales cycle with ability to take primary responsibility for maintaining sales motion in all phases.
• Understanding of MS office tools and company CRM.
• Must be able to work remotely while also participating in and maintaining a team environment.
• Results-driven, passionate and positive attitude.

This job description is not designed to contain a comprehensive listing of activities, duties, or responsibilities that are required. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

Anthology is an equal employment opportunity/affirmative action employer and considers qualified applicants for employment without regard to race, gender, age, color, religion, national origin, marital status, disability, sexual orientation, gender identity/expression, protected military/veteran status, or any other legally protected factor.

Base Pay Range is $83,900 - $101,000/year depending upon experience. We use national and industry-specific survey data to assist in determining compensation. Additionally, we consider factors such as external market rate, budget for the role, and the compensation rates of current employees performing the same function. Some roles will have variable pay.

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