DirecciónAs a Partnerships Associate, you are on the front lines of driving and supporting teaching and learning innovation with a fast growing EdTech Start-Up.
The role is part of the Partnerships (Sales) Team, with 2 key areas of focus.
1. Management of inbound leads and Small (SMB) New Logo Accounts to qualify and advance them through the sales cycle.
Examples of potential lead sources Include: conferences, webinar attendees/sign-ups, marketing emails, inbound demos, requests, etc. Manage the "hand off" to outside sales team on leads that are part of their owned accounts, or for larger Enterprise level opportunities.
The Partnerships Associate team will own and retain all inbound leads from Accounts under 5k "Full Time Enrollment" FTE, with minimal exceptions.
Re-activation of Inbound leads not currently active or being worked on by other Partnerships team members.
2. Ownership of a book of business made up of existing client accounts with less than $5k in Annual Revenue or 5k FTE; goal to expand these accounts to grow from Inside to Outside team.
Outbound identification and development of land and expand opportunities within existing accounts using digital and social channels, cold calling, etc.
To be successful in this role, you must possess
A need for achievement
A successful record of success in meeting or exceeding goals
An understanding of urgency, and a bias for action
A passion for education
A strong ability to communicate via written correspondence, on the phone and in-person
A keen problem-solving ability, and the ability to work effectively on your own
Key accountabilities include
Achieving or exceeding territory sales quota by selling their solutions to higher educational institutions to gain market share
Maintaining a customer-centric approach across your territory
Collaborating with various internal teams to get the company adopted at the course, program and institution-wide level
Leading compelling presentations to institutions
This is a remote/home-based position with very limited travel to local college campuses and various conferences and meetings. Relocation packages are not available for this position. All required travel expenses will be reimbursed by the company.
Requirements
Key Responsibilities
Grow and maintain your book of business based on assigned current client accounts.
Ownership of the majority of new inbound leads, leading to new business opportunities and wins to grow our SMB territory.
Maintain a pipeline of opportunities and manage them through the sales cycle.
Maintain customer and opportunity data in CRM (SFDC), with accurate and timely tracking and forecasting.
Coordination with the Marketing team to track, assign, and qualify inbound leads via CRM (SFDC).
Build/maintain strong customer and partner relationships within the SMB territory base.
Deliver effective Sales Presentations, Introductory Calls, Discovery Calls, and Product Demo Meetings that successfully convey their story and value proposition and lead to sales.
Assistance and coordination with the marketing team on joint initiatives and projects, including conferences and webinars.
Using inbound leads and your own outbound outreach as sources, consistently make at least 250 "Sales Touches" (Meetings, Emails, Cold Calls, Social Touches) per week employing effective consultative sales techniques (Including pre-call planning, productive questioning strategies, effective matching and closing) that lead to winning the business.
Demonstrate superb organizational and follow-up abilities. Ability to manage a wide variety of leads across multiple campaigns simultaneously.
Work in concert with the Client Success team to ensure effective and efficient support for key customers with your book of business.
Maintain up-to-date knowledge of their platforms and capabilities.
Stay abreast of issues impacting the educational industry and factors influencing the market environment.
A Bachelor's degree or an equivalent combination of education and successful work experience.
A minimum of 2 years of exceptional sales performance in the higher education market, SaaS, or related industry.
Demonstrated proficiency with Google and Microsoft Office tools, mobile technologies, computer applications and business systems. Experience using Salesforce CRM is a plus.
Optimism and high energy
Initiative-taking; self-directed
Strong written, oral and presentational communication skills
Resilience and the ability to overcome challenges to achieve outcomes
Organizational skills - ability to prioritize tasks and meet deadlines
Analytical skills – ability to prioritize based on data and to manage tracking to goal
Change agility – able to adapt quickly and lead others through change
Learning agility – aptitude for learning new technologies and skills.
$20,000 annually (around $1.6K/month)
Salary + Competitive, Performance-based Bonus Plan
2 weeks paid time off
Local holidays
Required to work 9am - 6pm EST, regardless of physical location.
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