Now Hiring - Education Regional Sales Manager, HE (Enrollment) in Scottsdale, AZ

Parchment is the most widely adopted digital credential service, 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. Parchment LLC co-headquartered in Scottsdale, AZ, is one of the fastest-growing educational technology companies in the world.

Position Description

The Regional Sales Manager 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 Pathways suite of products. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network. The primary audience for Parchment Pathways solutions include Registrars, Directors of Admissions, IT Directors & VPs of Enrollment Management. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office or from our corporate offices in Scottsdale, Arizona.

The Regional Sales Manager (Parchment Pathways) will ideally meet or exceed sales objectives of 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.

Primary Responsibilities

• The Regional Sales Manager (Parchment Pathways) will:
• 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.
• Build $20,000-$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 $350,000, and a sales pipeline of $700,000 to $1M.
• Travel up-to 40% within assigned territory.
• Creating, Implementing, and Maintaining an annual territory plan
• Executing a prospecting methodology as part of their 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 an Account Manager.
• Continually learning about new products and improving selling skills. The Regional Sales Manager (Parchment Pathways) 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.

Market

• US Higher Ed Institutions in the Northeast (MA, NH, VT, ME, CT, RU, NY, PA, NJ and US Territories)
• This is a full-time position

Professional Qualifications and Experience

• Exhibit a willingness to travel 40% a year
• 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, Gong, Outreach, DemandBase, and Seismic - 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 Seismic

Desired Education & Experience:

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

Perks & Benefits:

• Salary: $60,000 - $85,000 plus commission
• Comprehensive Health Package: Medical, Dental and Vision
• FSA & HSA program
• 401K company match
• 12 Paid Holidays
• PTO - 19 days for 1st year (increases with tenure)
• 6 weeks Paternity Leave
• Work-from-home equipment provided!