Sales Director - K12 and Assessment

LearningMate - Remote - Full time

Primary Purpose

The Sales Manager or Director is responsible for executing the sales strategy for our K12 and Assessment market, that covers digital curriculum product companies, publishers, virtual schools and formative, benchmark and summative assessment companies. Candidates must have experience presenting compelling and winning value propositions to prospective clients. Excellent selling skills and understanding of sales processes, especially curriculum product development, enterprise architecture, ed-tech consulting, engineering, staffing, data and analytics solutions. Prepare and perform sales presentations, promotions, attend or exhibit at trade shows, seminars, and other sales leadership duties necessary to achieve maximum sales.

Essential Functions

  • Ability to qualify prospective accounts that have the need for services and products offered by LearningMate, and have the appetite to engage in long term relationships driven by outcomes
  • Networking and relationship building skills with curriculum and assessment product companies, publishers, summative assessment providers, working closely with CAO, Product Managers of assessment directors, CIOs and CTOs
  • Identify potential requirements and additional relationship building needs within a prospective client
  • Understanding of the procurement processes
  • Define individual client sales strategy and collaborate with sales head, business head, industry experts in customer acquisition and customer experience
  • Manage sales funnel for the business unit, source RFPs
  • Direct and coordinate bids and proposals with the sales support team, negotiate contracts and agreements
  • Identify potential requirements and additional leads within an account
  • Work closely with senior management to drive sales and manage relationships
  • Create pipeline of opportunities, manage funnel, engage in presales, and identify new prospects
  • Other duties upon request

Key Responsibilities

  • Networking with industry leaders and client executives
  • Directing the sales process for LearningMate’s products and professional services in education technology, data, curriculum and assessments
  • Customer experience and expectation management
  • Provide consultative and leadership direction to clients and internal teams
  • Understand the education industry challenges, solutions, key players, and standards that govern the industry
  • Define best practices and processes that best suit the business unit’s CRM goals
  • Focus on short term goals and long term strategies
  • Meet and exceed quarterly and annual sales targets
  • Manage forecast and sales pipeline reporting, on a regular basis in Salesforce
  • Collaborate with a team of business development manager(s), inside sales, and/or peers
  • Collaborate with marketing and PR departments for conferences, networking events, education industry collaborations
  • Collaborate with LearningMate global operations teams, inside sales team and research team
  • Exceed annual goals and targets

Qualifications

  • Bachelor’s Degree in marketing, communications, business or a related field; Master’s preferred.
  • 10+ years’ experience in Digital Curriculum or Software Services sales in the education technology and curriculum services in the K12 & Assessment market. Consistently handled sales targets in excess of $3+ million and exceeded the targets.
  • Existing executive relations in the K12 & Assessment market.
  • Excellent selling skills and understanding of sales processes, especially software services sales
  • Awareness on the key trends in the industry, the challenges, how the market is reacting
  • Excellent analytical skills and consultative selling ability. Manage client expectations, understand client requirements, manage the bid process with sales support, and enable a winning bid
  • Mine new accounts with cross-selling and up-selling opportunities. Excellent hunting skills in potential accounts that will have multiple buyers interested in a wide array of services and products that the company provides.
  • Highly motivated with excellent verbal and written communication, presentation and problem-solving skills.
  • Self-starter with strong organizational and time management skills, self-directed and able to handle multiple priorities with demanding timeframes.
  • Ability to work collaboratively with colleagues and staff to create a high-quality results-driven, team-oriented environment.
  • Willingness and ability to work flexible hours and travel (up to 60%); will include some overnight travel. Must live in proximity to a large airport to facilitate travel.
  • Proficient in modern business tools, sales CRMs, communication tools, mobile tools, presentation tools.

Physical Demands and Work Environment

  • LearningMate has offices in India and USA and global customers. Coordination with the teams primarily in India would demand early morning or late evening calls/meetings.
  • Work environment is primarily indoors at home, in a school, client office or other professional settings; travel from site to site; exposure to all types of weather and temperature conditions; and exposure to hazardous driving and traffic conditions.
  • Primary functions require sufficient physical ability and mobility to regularly walk, stand, and sit for prolonged periods of time; to occasionally stoop, bend, crouch, reach, twist, grasp, and make repetitive hand movement in the performance of daily duties; to lift, carry, push, and/or pull moderate to heavy amounts of weight up to 25 pounds.

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Role

Sales

Experience Level

Senior Level

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