Regional Sales Manager, Award (Parchment)

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. 

And that's where you come in:

The Regional Sales Manager, Award is responsible for creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline, in the territory for which they are responsible for the Parchment Award Account Based suite of products to US-based postsecondary institutions with more than 2,000 serviceable learners. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network. The audiences for Parchment Award Account Based suite of products include - University Registrar Offices, VPs of Enrollment, Student Success Leaders, and Provosts. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office that is within the territories for which we are hiring. 

The Regional Sales Manager, Award will ideally meet or exceed sales objectives in the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships. This position will require an individual who has a proven record in new client acquisitions.

Territories/Regions: Florida, Georgia, and South Carolina.

• Schedule five (5) “1st new meetings” per week.
• Deliver five (5) “1st new meetings” per week.
• Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation.
• Generating $25,000-$40,000 in new sales opportunities each week, depending on territory assignment. 
• Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs).
• Make incremental progress to successfully attaining annual quota by year end.
• Manage a fully ramped annual sales quota of $600,000 - $700,000 and a sales pipeline of $2M-4M.
• ​Creating, Implementing, and Maintaining a quarterly territory plan
• Executing a prospecting methodology as part of regular routine
• Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager.
• Continually learning about new products and honing selling strategies. The Regional Sales Manager, Award is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.
• Providing regular reporting of pipeline and forecasts using SalesForce.
• Keeping abreast of competition, competitive issues and products.
• Attending and participating in sales meetings, product seminars, and trade shows.
• Preparing written presentations, reports, and price quotations.
• Conducting and managing contract negotiations.
• Ability to upsell and sell additional products/services into existing clients.

• Strong attention to detail
• Excel at building and leveraging strong relationships
• Excellent written and verbal communication skills
• Bright, energetic professional with outstanding communication and interpersonal skills
• Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
• Ability to work in an entrepreneurial environment
• Self-driven and independent
• Growth mindset
• Well-versed in the following:
• Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required
• Salesforce Reporting and Usage - Required
• Sandler, Tableau, CoPilot, Outreach, DemandBase, and Highspot - will train
• Microsoft Suite of Tools (Word, Excel, PowerPoint) skills - will train
• Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot
• Willingness to travel 40% a year

• Bachelor’s degree preferred
• 3+ years of sales experience, preferably within a EdTech SaaS company
• Familiarity with Sandler Sales Methodology Training skills a plus

• We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
• Competitive compensation and participation in Instructure’s equity program
• Flexible schedules and a remote-friendly culture, with hybrid or onsite work available in some regions for specific jobs. 
• Generous paid time off, including global holidays and our annual “Dim the Lights” company-wide shutdown from December 26 to December 31
• Comprehensive wellness programs and mental health support
• Annual learning and development stipends to support your growth
• The technology and tools you need to do your best work—typically a Mac, with PC options available in some locations
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

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.