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Industry Sales Program Manager

ISTE - ASCD • Full-time • Arlington, Virginia, United States • 1w ago

Job Details

Job Location: 2111 WILSON BLVD SUITE 300 - ARLINGTON, VA

Salary Range: Undisclosed

Description

POSITION SUMMARY

The Industry Sales Program Manager role serves in a revenue-producing capacity supporting ISTE+ASCD's sales objectives within the Edtech sector. This role is critical in promoting and selling ISTE+ASCD's premium product suite, including the ISTE+ASCD Seal, Product Certification, EdTech Index premium profiles, Solutions Network event tickets, and forthcoming innovative solutions designed to reduce barriers to EdTech Research & Development (R&D). This role will manage relationships with Edtech product leaders, marketing executives, and key decision-makers within small, medium, and large EdTech organizations. Success in this role requires a deep understanding of EdTech industry dynamics and the ability to articulate how ISTE+ASCD's solutions help EdTech companies validate their products, increase visibility, connect with education decision-makers, and accelerate their R&D processes.

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES

Drive sales of ISTE+ASCD's premium product suite, including ISTE+ASCD Seal program, Product Certification, EdTech Index premium profiles, Solutions Network event tickets, and innovative R&D solutions
Research and analyze EdTech companies to identify key players and source new sales opportunities through outbound prospecting
Service inbound leads, qualify opportunities, and close sales across product lines
Develop a consultative sales approach demonstrating how ISTE+ASCD solutions solve critical EdTech challenges
Develop and accomplish regional lead generation plans, meeting or exceeding quarterly targets
Identify and outreach decision-makers within product and marketing teams to initiate a sales process
Work closely with the Managing Director of R&D
Maintain and expand the database of EdTech company prospects
Handle account management for both outbound and inbound opportunities
Support development sales infrastructure, including lead-to-opportunity and opportunity-to-close CRM processes.
Support development of Industry programs sales playbook
Support customer communication throughout the sales process until handoff to the program manager
Create and deliver qualified opportunities to program managers
Capture accurate and complete information in Salesforce CRM
Manage certification and R&D initiative workflows through Asana
Attend industry conferences to develop expertise and build network

Salary Range $75k to $85k

Qualifications

Knowledge

Associate or bachelor’s degree in business, technology, education, or related field required
Deep understanding of EdTech industry dynamics and market trends
Basic knowledge of Edtech product certifications
Extensive knowledge and grasp of R&D challenges and solutions in EdTech
Understanding of barriers to product testing and validation in education

Skills and Abilities

Prior experience selling in Education, Edtech, or to Edtech companies
Established and demonstrated work history of consultative B2B selling
Demonstrated history of meeting or exceeding established sales goals and quotas
Proficiency with Salesforce CRM and Asana project management
Possess a high level of interpersonal/teamwork skills
Strong analytical skills for assessing client needs and developing solutions
Excellence in consultative selling and relationship building

Experience

5+ years of sales experience in the Education Sales or EdTech industry
Proven track record selling to product and marketing leaders in technology companies
Experience with R&D and product development processes in EdTech
Demonstrated success in complex B2B sales environments

WORK ENVIRONMENT

Hybrid work environment with flexibility (mandatory - 1 day per week onsite)
Regular virtual meetings with clients across different time zones
Normal demands associated with a deadline-driven environment
Daily contact with external customers, vendors, colleagues, and staff at all levels
The noise level is generally quiet to moderate

PHYSICAL DEMANDS

Ability to remain at a desk for extended periods of time
Ability to remain at a desk for extended periods of time
Ability to perceive and inspect records in digital systems
Ability to operate general office equipment
Ability to travel up to 10% for client meetings and industry events

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