Sr. Regional Partner Manager

POSITION SUMMARY

This position manages all sales activities within a given territory for specified states and is responsible for achieving yearly sales targets by developing a strategic regional action plan, including strategy, tactics and milestones. This position is responsible for developing collaborative relationships with internal partners, external and internal decision-makers for each account within assigned territory, developing sales opportunity pipeline, tracking and reporting market trends and sales progress, writing proposals and contracts with states, districts and schools, and monitoring customer satisfaction.

In addition, this role will be responsible for working with the Regional Program Managers to apply sales acumen and assess district needs and support the Regional Program Managers with the creation of holistic product solutions designs. Will collaborate with ISTE+ASCD product and service teams and internal subject matter experts.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Uses a consultative sales approach to sell, consult, and promote ISTE+ASCD programs, products, and services by providing customer needs assessment and product support services to potential and established customers.
• Establishes short and long-term sales strategies for accounts; analyzes and understands sales reports and retains a database of sales opportunities; maintains account records; makes appropriate recommendations and modifications to sales activities and regional sales plans.
• Create solutions from the wide array of ISTE+ASCD programs, products, and services that can address their professional development needs.
• Maintains an ongoing, high-level knowledge of ISTE+ASCD products and services and sales and marketing models and processes, as well as an awareness of markets, competitor activities, and contacts within assigned areas; recognizes and reports relevant sales and market trends in their regions.
• Participates in exhibiting and presenting at ISTE+ASCD meetings and conferences as well as other national and regional conferences.

Sales Team Training and Development Responsibilities

• Works with Regional Program Managers to establish region-wide sales strategies, support the analyzation and understanding of sales reports, and assessment of district data throughout the pre- sales process.
• Coaches Regional Program Managers and provides development tools in the areas of solution selling knowledge, solution architecting, technology and data use to support the creation of holistic product solutions.
• Identifies sales training opportunities for sales team that strengthens sales acumen and common best practices for the industry that drive the sales cycle.

SALARY RANGE: $95,000 to $105,000

PRIORITY WILL BE PROVIDED TO CANDIDATES LIVING IN THE DC METRO AREA (MD, DC, or Northern VA); you will be REQUIRED to come into the Arlington, VA office one day per week.

• Ten years’ related sales experience is required.
• Five years’ experience in the education market is highly desirable.
• A four-year college degree in a relevant field of study is preferred.
• Proven track record of achieving growth targets.
• Extensive knowledge of the pre-K–12 market In-depth knowledge of sales techniques.
• Knowledge and use of online sales management applications highly desirable.
• In-depth understanding of how to train and coach sales teams.

Skills and Abilities

• Superior organizational, presentation, and communication skills.
• Superior listener with the ability to analyze needs and recommend solutions.
• A self-starter who works well independently and understands the value of persistence.