Director of Sales, Higher Education
COMPANY OVERVIEW:
This is a technology company offering domain expertise in teaching and learning solutions – leveraging digital, cloud, process automation, data, and strong learning design principles. They’re the world’s largest education consulting company, offering solutions and platforms to a global clientele of education publishers; traditional and non-traditional EdTech companies; public, private, and charter K-12 schools; universities and career colleges; government agencies; non-profits; corporate training; and education consortia. Their work directly impacts over 16 million learners in the US.
POSITION OVERVIEW:
The Higher Education division is seeking an experienced Sales Director to join the team. This individual will be responsible for developing and executing the sales strategy for our higher education market by leveraging industry relationships and an in-depth understanding of the challenges and opportunities in higher education.
The ideal candidate has experience selling to university or college Presidents, Chief Academic Officers, Provosts, and other leaders within the organization, as well as an understanding of the procurement process, grants, budgeting, and program design. Candidates must have excellent sales skills and a mastery of consultative sales processes, with a focus on building long-term business and strategic partnerships with higher education institutions.
Market Focus
- Traditional universities and colleges
- Community Colleges
- Online Universities
- Colleges with Blended or Hybrid Programs
- Micro-credentials
- Online Program Management (OPM) companies
- MOOC companies
- Competency-Based Education-focused institutions
- Workforce Skills and Workforce Education for HE Institutions
RESPONSIBILITIES:
- Represent at industry conferences, events, and webinars to build brand presence, network with HE leaders, and generate new leads.
- Define individual account strategy and work closely with executive leadership to deliver.
- Drive the end-to-end bid process (RFI/RFP, solutioning, pricing, presentations, and commercials) to maximize win rates.
- Lead consultative sales conversations to understand institutional needs across teaching, learning, student success, and operations, and map them to the content, technology, data, analytics, and AI solutions.
- Collaborate with Marketing and Presales to plan and run integrated demand-generation campaigns.
- Collaborate with marketing, operations, and teams across global locations to drive sales.
- Define prospect list, and pursue leads.
- Create a pipeline of opportunities, manage funnel, and direct pre-sales/bid teams to craft winning bids.
- Achieve targets assigned for prospecting, client conversions, and revenue.
- Manage forecast and sales pipeline reporting.
PREFERRED PROFILE:
- Bachelor’s degree. Master’s degree in marketing, communications, business, or a related field preferred.
- 10+ years of experience in Higher Education sales, selling products and services to traditional colleges.
- Experience selling ERP solutions.
- Proven leadership skills.
- Proven success selling complex, solutions-based services across content, technology, data, analytics, and/or AI to higher education institutions.
- Excellent analytical skills and consultative selling ability.
- Experience managing client expectations, understanding requirements, and leading the end-to-end bid process (RFI/RFP responses, pricing, and coordination with Presales and Sales Support) to enable winning bids.
- Experience managing market expectations, understanding client requirements, managing the bid process with sales support, and enabling a winning bid.
- Excellent verbal and written communication, presentation, influential negotiation, and problem-solving skills.
- Demonstrated hunter mentality – comfortable with prospecting, cold outreach, building and managing a robust pipeline, and consistently achieving or exceeding quota.
- Ability to work collaboratively with colleagues and staff to create a high-quality, results-driven, team-oriented environment.
- Willingness and ability to work flexible hours with minimal supervision.
- Collaborate Internally: Work with solution engineers, delivery, success, marketing, and other teams to customize our offerings to meet the needs of clients.
Why Consider this?
- Impactful Work at Scale: Lead and drive opportunities in the market, delivering transformative solutions that improve learning outcomes.
- Global Backing & Stability: Benefit from the extensive resources, global presence, and financial stability of our parent company.
- Innovation & Technology Leadership: Work closely with top-tier tech and AI partners, providing clients best-in-class, groundbreaking solutions.
- Leadership & Growth: Direct interaction with executive leadership, offering significant opportunities to influence strategic initiatives and accelerate career growth.
- Comprehensive Benefits & Culture: Competitive salary, robust benefits, 401k with employer match, and a supportive, mission-driven environment focused on meaningful, impactful work.
LOCATION: Remote
Job ID# 3675240
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