Key Responsibilities:
- Drive B2B sales of Instructure's advanced technology products to EdTech providers, leveraging a deep understanding of our solutions while emphasizing the importance of building strong, collaborative relationships.
- Offer valuable insights, including technical and change management expertise, to assist prospects in evaluating different solutions effectively.
- Craft and tailor compelling messaging for prospective EdTech clients, highlighting the benefits of Instructure's products to support the development, adoption, and iteration of their services and solutions.
- Lead prospective clients through the full purchasing process to close, ensuring timely execution and fostering collaboration and teamwork among stakeholders.
- Provide accurate assessments and forecasts to inform sales strategies and initiatives, employing both long-term strategy and short-term execution, and fostering collaboration within the sales team and across departments.
- Establish and nurture relationships with key decision-makers within EdTech organizations, focusing on solution benefits that solve real business problems of scale, adoption, and research.
- Maintain meticulous account records in Salesforce CRM, including detailed information and insights.
- Work closely with the marketing team to align sales efforts with campaigns and initiatives, providing valuable insights from the field to inform marketing strategies and promote collaboration.
- Engage with the customer success team to ensure a seamless transition from sales to onboarding, providing support and guidance to clients as they implement Instructure's solutions while promoting collaboration.
- Partner with the contracts and legal teams department to facilitate contract negotiations and ensure compliance with policies and procedures.
Qualifications:
- Minimum of 5 years of demonstrated success in B2B sales, preferably within the EdTech industry.
- Strong aptitude for strategic and consultative technical selling, with experience in technical needs assessments and proposal development.
- Proven track record in selling enterprise-level software, SaaS solutions, and services.
- Proficiency in engaging stakeholders at all levels, including executive leadership, and effectively communicating complex concepts.
- Exceptional people skills and collaboration abilities, with a demonstrated ability to build strong, collaborative relationships both internally and externally.
- Willingness to travel approximately 25-30% of the time.
- Preference to candidates that are in the NYC Metropolitan area
Get in on all the awesome at Instructure:
- Competitive salary, equity, and 401k
- Employee stock purchase plan
- Medical, dental, disability, and life insurance
- HSA program, vision, voluntary life, and ADD
- Tuition reimbursement
- Paid time off, 10 paid holidays, and flexible work schedules
- Lifestyle savings account
- iMacs or Macbooks