Istation is a leading developer and publisher of educational software for prekindergarten-8th grade students and educators. Istation’s interactive, internet- and web-based instructional programs include computer-adaptive assessments and intervention programs in the areas of reading, math, Spanish, and interdisciplinary studies, and they are currently being used in 40 states and 7 countries.
Istation is currently searching for enthusiastic and driven consultative sales people to fill the position of Outside Sales Account Executive in Nevada or Idaho. The outside sales representatives sell the company's computer-adaptive solutions to schools and school systems in these territories. The primary responsibility of the outside sales representative is to grow the Istation business by exceeding sale goals through successful pipeline management from prospecting to close of sale. To do so, he or she will use strategies and techniques including but not limited to e-mail and phone prospecting, online presentations, and world-class consultative service and selling. This is highly independent position requiring flexibility and accountability. The sales representative should be a self-starter able to manager priorities in order to achieve territory sales and growth goals. He or she should be passionate about education and consultative selling at all levels.
POSITION DETAILS:
- Full-time remote position based out of Nevada or Arizona
- Reports to SVP Managing Director of Outside Sales
- Telecommute and home-based regional field sales position with frequent daytime and overnight travel in a large territory base
- Must live in sales territory or near a major city with convenient travel and flight hubs
- Extensive internal sales support and resource
- Base salary
- Group health plan and company-wide options
- 401(k) with company match
- Building amenities
MAIN DUTIES AND RESPONSIBILITIES
- Grow assigned territory by selling the Istation product to new schools and school systems.
- Attain and surpass sales goals; advance the sale and building customer relationships to maintain and expand market penetration.
- Meet and exceed quantitative and qualitative goals for prospecting, customer meetings, presentations, and other vital sales process activities.
- Cultivate leads and interest in Istation through email, phone, and social prospecting.
- Manage and close school and district pilots of Istation products as part of a successful sales process and strategy.
- Develop and maintain a strong consultative sales approach that creates partnerships with schools and districts to help teachers and students achieve success with an Istation implementation.
- Build and maintain strong relationships with customers.
- Educate customers on technical requirements, pricing, training, and successful implementation of the product during the sales process.
- Follow up after sales to achieve referrals, grow existing business, and ensure customer satisfaction.
- Successfully collaborate with the renewal team to achieve a strong rate of retention in sales territory.
- Deliver accurate sales forecasts and other required reports to management in a timely manner.
- Create and execute strategic territory plans in conjunction with sales management.
- Demonstrate teamwork by sharing best practices and collaborating with cross-functional teams to maximize territory and company success.
- Communicate customer feedback to company to assist with vision and strategic planning.
- Demonstrate integrity, commitment, and trustworthiness to exceed expectations in sales and retain customer accounts.
- Monitor operational expenses within assigned territory and managing company resources, including company credit card and home office and computer equipment.
- Actively participate in professional conferences and sales meetings.
- Attend approved national and regional conferences/exhibits as needed to add new schools and school systems to our user base in assigned territory.
Required Skills
- College degree required
- Ability to thrive in a self-starter environment
- Independence, strong work ethic, and self-discipline
- Ability to determine needs and relevant and solutions-based presentation to all prospects
- Ability to work independently as well as part of a sales team and company cross-functional teams as needed
- Ability to learn independently, conduct research, and synthesize and apply information from a variety of resources
- Proficiency in multiple software platforms and devices; understanding how these are applied within a classroom and school setting
- Effective territory sales management skills
- Strong presentation and facilitation skills
- Strong oral and written communication skills required
- Strong organizational skills; ability to handle multiple tasks or projects with follow-through
- Strong digital skills and aptitude; proficiency with computers and basic applications software including Microsoft Office and online meeting software
- Valid driver's license and vehicle insurance required
- Concur software experience preferred
- Bilingual with strong oral and written communication skills a plus
KEY COMPETENCIES
- Show strong personal ownership and ability to set and meet high professional standards.
- Be passionate about what you do every day.
- Be detail-oriented with strong analytical and organizational skills.
- Think analytically about possible impacts to operational business costs.
- Possess an aptitude for high-level efficiency.
- Have a proven track record of success with a strong work ethic and self-discipline.
- Possess strong listening skills with the ability to diagnose issues and provide solutions.
- Be able to learn independently, conduct research, and synthesize and apply information from a variety of resources.
- Have strong time-management and organizational skills with a proven ability to handle and follow through on multiple tasks or projects.
- Have strong quantitative and qualitative skills.
- Demonstrate excellent oral and written communication skills in English.
- Effectively manage information and monitor tasks to identify, analyze, and solve problems.
- Take initiative and meet deadlines.
- Be personally responsible, accountable, punctual, and reliable.
- Be flexible, tolerate stress, and work well both independently and within diverse teams in an ever-changing product development environment.
- Converse well with non-related personnel, other engineers, and internal SCRUM teams including educators, creative artists, sales people, and/or anyone who may be a part of our business infrastructure.
- Have proficiency with computers and basic applications software including Concur, Microsoft Office, and GMail.
Required Experience
- 3 to 5 years of direct experience in education or education sales
- Salesforce.com experience required
- Proven track record of success in sales
- Consultative selling experience in SaaS business models