Full-Time

Manager

Posted on 11/5/2024

Instructure

Instructure

1,001-5,000 employees

Education technology for teaching and learning

Education

Compensation Overview

$100k - $120kAnnually

Senior

Remote in USA

Category
Customer Success Management
Sales & Account Management
Required Skills
Sales
Salesforce
Excel/Numbers/Sheets
Requirements
  • 5+ years of consistently achieving quota as an individual contributor or leader.
  • Demonstrated track record of leadership and talent development particularly in relation to developing sales skills, sales methodology implementation, and sales process.
  • A natural coach that is comfortable consistently providing feedback to your team.
  • Curious, active listener, with the ability to respond to prospective clients.
  • Highly effective relationship building and relationship management skills, the result of which is being respected internally by colleagues, and externally by clients.
  • Strong negotiating ability with a track record of successful commercial outcomes.
  • Exceptional organizational, presentation, and communication skills, both verbal and written. You have a strong attention to detail.
  • Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines.
  • Self-driven and independent.
  • Well-versed in sales tools such as, but not limited to, Google Suite of Services, Sandler Sales Training, SalesForce Reporting, Microsoft Excel, Outreach, and Gong a plus.
Responsibilities
  • As the Manager of Parchment Pathways Sales you will have a non-renewal bookings quota, that is the sum-total of the RSMs on your team. Quota attainment is the primary responsibility of the Manager, Higher Education Sales and achieved through success of the RSMs on your team.
  • Each of the RSMs on your team will have individual quotas for non-renewal bookings and pipeline creation for non-renewal bookings.
  • In this role, you are a manager, coach, and leader. You will play the lead role in implementing our sales motion (to include sales playbooks, Sandler selling methodology, and more) with the RSMs on your team so that they achieve their individual goals.
  • Work with each RSM on your team to ensure fidelity to our product capabilities, pricing rate card, contract process, and accurate reporting of their sales pipeline at all times.
  • Nothing compares to meeting in-person. As a visible and physically present ambassador of Parchment, you will travel 40-50% of each month (roughly 2-weeks of each month) to conferences, client visits, company meetings, and the like, in pursuit of your goals.
  • Regional Sales Managers produce bookings. In this role you will leverage Sales Velocity, Product Training, Sandler Training, quarterly business planning, and other sales tools to successfully produce bookings and successfully meet our goals. Sales Tools include, but aren’t limited to, SalesForce, DemandBase, Outreach, Gong, and PandaDoc.
  • You will collaborate across the company with: Sales leadership, and Marketing in particular, to develop new sales strategies to ensure your team's successful achievement of their goals. Customer Success Management and Member Services to ensure alignment across internal Parchment teams in the region. The Director of Parchment Pathways Sales and Human Resources, to identify, recruit, and onboard new sales talent. This will include continuously building Parchment’s evolving documentation and internal knowledge base.

Instructure focuses on enhancing the educational experience for teachers and students through its technology solutions. The main product, Canvas, is a learning management system (LMS) that enables educators to create, manage, and deliver course content effectively. This platform supports various educational institutions, including K-12 schools, universities, and corporate training programs, by providing a user-friendly interface for both instructors and learners. Unlike many competitors, Instructure operates on a subscription-based model, allowing institutions to access its services and tools for a fee. The goal of Instructure is to empower educators and improve student outcomes by providing effective teaching tools and resources, serving over 30 million users in more than 6,000 organizations globally.

Company Stage

IPO

Total Funding

$86.7M

Headquarters

Cottonwood Heights, Utah

Founded

2008

Growth & Insights
Headcount

6 month growth

3%

1 year growth

30%

2 year growth

34%
Simplify Jobs

Simplify's Take

What believers are saying

  • Increased demand for hybrid learning boosts Instructure's market potential post-pandemic.
  • Growing interest in micro-credentials aligns with Instructure's recent strategic acquisitions.
  • Expansion in emerging markets offers Instructure opportunities to grow its global presence.

What critics are saying

  • Algorithmic bias in AI tools could harm Instructure's reputation and user trust.
  • KKR's acquisition may lead to strategic shifts disrupting Instructure's operations.
  • Integration challenges from recent acquisitions may affect service quality and satisfaction.

What makes Instructure unique

  • Instructure's Canvas LMS is widely adopted, serving over 30 million users globally.
  • The company focuses on K-12, higher education, and corporate training sectors.
  • Instructure's acquisition of Concentric Sky enhances its digital credentialing capabilities.

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