Parchment, an Instructure Company, headquartered in Salt Lake City, UT, is one of the fastest growing education technology companies in the world. Parchment is the most widely adopted digital credential service in the world, allowing learners, academic institutions, and employers to request, verify, and share credentials in simple and secure ways. The platform has helped millions of people and thousands of schools and universities exchange more than 100 million transcripts and other credentials globally.
We are seeking an exceptional sales leader to power the next phase of Parchment’s growth. The best professional for this role will be selfless; seeking the success of each Regional Sales Manager on their team.
Under the direction of the Director of Parchment Award Sales, the Manager of Parchment Award Sales will be responsible for managing the RSMs that sell Award platform products directly to institutions. The team will range from 5-8 Regional Sales Managers (RSMs). The team is responsible for adding new Parchment Award services to existing clients and new Parchment Award services to net-new clients. The primary audience for Parchment’s solutions includes University Registrar Offices, VPs of Enrollment, Directors of Admission, Student Success Leaders, and Provosts.
Primary Responsiblities:
- As the Manager of Parchment Award Sales you will have a non-renewal bookings quota, that is the sum-total of the RSMs on your team. Quota attainment is the primary responsibility of the Manager, Higher Education Sales and achieved through success of the RSMs on your team. Each of the RSMs on your team will have individual quotas for non-renewal bookings and pipeline creation for non-renewal bookings.
- In this role, you are a manager, coach, and leader. You will play the lead role/teacher/coach in implementing our sales motion (to include sales playbooks, strong knowledge of Sandler selling methodology, and more) with the RSMs on your team so that they achieve their individual goals.
- Work with each RSM on your team to ensure fidelity to our product capabilities, pricing rate card, contract process, and accurate reporting of their sales pipeline at all times. You will be able to draw on experience from working strategic opportunities from individual, institutional, and within systems.
- Nothing compares to meeting in-person. As a visible and physically present ambassador of Parchment, you will travel 40-50% of each month (roughly 2-weeks of each month) to conferences, client visits, company meetings, and the like, in pursuit of your goals.
- Regional Sales Managers produce bookings. In this role you will leverage Sales Velocity, Product Training & Certifications, Sandler Training, quarterly business planning, and other sales tools to successfully produce bookings and successfully meet our goals. Sales Tools include, but aren’t limited to, SalesForce, DemandBase, Pandadoc, Outreach, Gong, and PandaDoc.
- You will collaborate across the company with:
- Sales leadership, and Marketing in particular, to develop new sales strategies to ensure your team’s successful achievement of their goals.
- Customer Success Management and Member Services to ensure alignment across internal Parchment teams in the region.
- The Director of Parchment Award Sales and Human Resources, to identify, recruit, and onboard new sales talent. This will include continuously building Parchment’s evolving documentation and internal knowledge base.
About You:
- 5+ years of consistently achieving quota as an individual contributor or leader.
- Demonstrated track record of leadership and talent development particularly in relation to developing sales skills, sales methodology implementation, and sales process.
- A natural coach that is comfortable consistently providing feedback to your team. You have an ability to inspire and motivate others.
- Curious, active listener, with the ability to respond to prospective clients.
- Highly effective relationship building and relationship management skills, the result of which is being respected internally by colleagues, and externally by clients.
- Strong negotiating ability with a track record of successful commercial outcomes.
- Exceptional organizational, presentation, and communication skills, both verbal and written. You have a strong attention to detail.
- Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines
- Self-driven and independent.
- Well-versed in sales tools such as, but not limited to, Google Suite of Services, Sandler Sales Training, SalesForce Reporting, Microsoft Excel, Outreach, and Gong a plus.
Get in on all the awesome at Instructure/Parchment:
- Competitive salary, equity and 401k.
- Medical, dental, disability, and life insurance.
- HSA program, vision, voluntary life, and AD&D.
- Tuition reimbursement.
- Paid time off, 11 paid holidays, and flexible work schedules.
- LifeStyle Spending Account.
$100,000 – $120,000 a year
This role will have a variable target of $125k on top of the base salary bringing the OTE to $220-$245k.
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.
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