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TITLE

 

Regional Sales Manager

COMPANY

 

Turnitin

LOCATION

 

Raleigh, NC, US

Description

SUMMARY

The Regional Sales Manager will manage a team of territory aligned Account Executives and will train and coach them to keep an optimized team in place at all times.  This role will be integral in setting and carrying out short and long-term strategic objectives and effectively communicating Turnitin’s value proposition to the marketplace.

Required is a proven ability to lead change, and to create an energetic and enthusiastic team that leverages best practices to interact with both current and prospective customers in HE educational organizations.  The team is responsible for creating market awareness and acceptance around the Turnitin solution, strategically prospecting for future customers, expansions and growth of new products that meet the needs of the HE user.

The ideal candidate has significant regional experience in selling digital curriculum products and services to HE Institutions. Importantly, this individual also has proven experience in running a regional field sales teams. This candidate has managed a highly productive sales team of at least 6-10 sales and sales support personnel.  

This individual should possess an entrepreneurial spirit with willingness to and passion for making a difference. We seek a motivated, enthusiastic, direct, honest, logical thinker with energy and desire for excellence and success.

Position Responsibilities:

  • Responsible for mentoring and managing a team of field Account Executives accountable for the sale of educational software solutions into HE institutions and systems.

  • Responsible for the growth and management of the region’s sales team, revenue and market-share.

  • Work with RVP to strategize big picture, tactical plans and execute on these plans to deliver explosive growth throughout the region.

  • Establish and provide annual sales forecasts, quarterly and monthly updates.

  • Establish and manage to annual sales and expense budgets

  • Collaborate with marketing to ensure alignment with sales goals and objectives.

  • Respond in overseeing Request for Proposals (RFP’s) with assistance from Proposal Department and AE’s to ensure pricing quotations for new and existing customers/business is consistent with objectives.

  • Devise strategies in collaboration with senior management for overall sales direction and support.

  • Develop territory plans with all representatives and manage sales pipeline to achieve sales targets and drive successful results.

  • Work with AE’s to provide school administrators, educators and C Level Execs to provide them with tailored solutions.

  • Actively engage in business development activities: attending trade shows, sales meetings and workshops.

  • Maintain pipeline of forecasted opportunities.

  • Remain current on industry trends and understand the impact on our business

Qualifications

 

  • Experience selling within the EdTech or Curriculum industry necessary

  • 8+ years selling to HE education market

  • Proven track record of success selling to “executive level”

  • Minimum of 5 years of building and managing a sales team

  • Excellent interpersonal skills and the ability to work independently

  • Demonstrated excellence in leadership, strategic selling, negotiating, financial analysis, and with exceptional presentation skills.

  • Knowledge of Word, Excel, Power Point, Salesforce

  • Ability to travel up to 25% of the time

  • Strong knowledge and experience with a CRM such as Salesforce

  • Strategic, hands-on sales leader with a proven track record of sales growth within the curriculum and/or edtech and technology market(s).

  • Strong track record of quota attainment both in an individual contributor and manager role.

  • Positive leadership skills and the ability to take responsibility for growing and developing a high performing sales team.

  • Collaborative, team-building leadership style.

  • Experience and ability to work in a fast paced, growing environment.

  • Energetic, self-starter with strong work ethic and excellent track record of success.

  • Excellent business and technical knowledge

  • Excellent organizational, analytical, communication and interpersonal skills.

  • Excellent planning and prioritization skills

  • Proven track record of exceeding sales quotas and recognized success in negotiating and closing new business in the HE market.

  • Understanding of federal, state and Institutional level HE writing initiatives and standards, including formative assessment in the HE market, preferred

  • Experience and success using a value-based, consultative sales approach.

  • Demonstrated ability to manage large, complex sales with an extended sales cycle.

  • Demonstrated ability to communicate and present credibly and effectively at all levels of the organization, including Presidents, Provosts CAO, CIO and Director level

EDUCATION AND EXPERIENCE

  • Minimum bachelor’s degree in education, business, or a related field required.

  • 7-10 years field sales or similar experience selling to the Higher Ed market.

 

Additional Information

Benefits

  • Competitive salary and commission package
  • Pension
  • Expensed travel
  • Mobile/Laptop

Please no agency submissions or calls. Send resume and cover letter to  ------

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment without regard to race, color, ancestry, national origin, age, gender, sexual orientation, gender identity, age, religion, creed, disability, medical condition, genetic information, marital or veterans status, domestic partner status, AIDS or HIV status, height, weight, or association with members of a protected class.

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