Regional Partner Manager - South (Texas area)

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

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

• Uses a consultative sales approach to sell, consult, and promote ISTE ASCD programs, products, and services by contacting prospective and established customers and by providing customer needs assessment and product support services.
• Establishes short and long-term sales strategies for assigned accounts, provides reports, and maintains a database of sales opportunities; updates contact records for each account; makes appropriate recommendations and modifications to sales activities and regional sales plans.
• Plans and executes multiday trips to conduct meetings with decision makers to present solutions and close deals. This includes 16 - 20 sales trips per year.
• Gathers and provides competitive and visitation information from customers that benefits ISTE ASCD in the development of new products, programs, and services, while at the same time offering customers solutions from the vast 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 area; recognizes and reports relevant sales and market trends in their regions.
• Participates in exhibiting and presenting at ISTE ASCD meetings.
• Manages and conducts special marketing and sales projects as assigned.

Salary $80k to $85k

Qualifications

Knowledge

• In-depth knowledge of sales techniques.
• Extensive knowledge of the pre-K–12 market.
• Knowledge and use of online sales management applications are highly desirable.

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.
• Ability to establish relational trust, internally and externally.
• Ability to manage and prioritize opportunities within a large geographic region.
• Demonstrated selling techniques, the ability to negotiate, and close sales.
• Ability to use lead management software applications.
• Ability to create and manipulate Excel spreadsheets, as well as develop and publish Word documents.
• Ability to present to large groups at conferences and demonstrate online products.
• Capacity to understand and effectively interpret the clients' political culture to the extent necessary to close a sales opportunity.
• Ability to collaborate internally with peers and others across organizational work groups.
• Ability to learn and use web-based office applications for online collaboration and document/content management.

Experience

• Five years of related sales experience is required.
• Three to five years' experience in the education market is highly desirable.

Education

• A four-year college degree in a relevant field of study is preferred.

WORK ENVIRONMENT

• Normal demands associated with a deadline-driven office environment.
• The noise level is generally quiet to moderate.
• Daily contact with external customers, vendors, colleagues, associates, supervisors, and staff at all levels of the organization.

PHYSICAL DEMANDS

• Ability to remain at a desk for extended periods of time.
• Ability to communicate and exchange information with others.
• Ability to move about to coordinate work in areas of varying heights.
• Ability to perceive and inspect records in a document management system.
• Ability to operate general office equipment.
• Ability to travel to off-site meetings.
• Ability to lift, carry, move, or position objects weighing up to 10 pounds.