Vice President, Sales

Summary

Join Renaissance®, a global leader in pre-K–12 education technology, as a Regional Vice President! This front-line sales leadership role requires driving profitable regional sales goal achievement, aligning sales efforts with the company's strategy, and leading your team through change. You will be responsible for forecasting, talent acquisition, team development, and fostering collaboration. The position demands significant travel across multiple states and requires extensive experience in field sales and sales leadership. Renaissance offers a competitive salary and a comprehensive benefits package.

Requirements

• Demonstrate significant success in a field sales role (7+ years)
• Have prior experience with a proven track record in a field sales leadership role with accountability for a roll-up sales target (3+ years)
• Have a track record of growing sales year-over-year and maintaining world-class customer retention
• Have considerable experience in a formal and/or informal leadership role
• Have a proven record of excelling in periods and situations of high uncertainty, maintaining morale of self and colleagues
• Be proficient in collaboration tools (e.g., Outlook, Slack, Zoom, etc.)
• Be able to manage full-cycle opportunities utilizing CRM (e.g., Salesforce, MS Dynamics)
• Demonstrate capacity to work cross-functionally with peers in Customer Success, Marketing, and Product to advance customer and company success
• Have a record of successful sales forecasting with minimal variance from stated forecasts
• Have extensive experience working on a regular basis with district administrators and executives
• Have comprehensive knowledge of relevant legislation and policy for assigned territory
• Have expert knowledge of K-12 markets, e-Learning products, markets, and funding sources
• Have excellent written and verbal communication skills, including presentation skills

Responsibilities

• Provide leadership, direction, and resource stewardship to their assigned sales team
• Achieve profitable regional sales goals
• Align sales efforts with Renaissance Learning’s overall business strategy
• Lead team through change initiatives minimizing disruption while maximizing engagement
• Accurately forecast opportunity outcomes for assigned region to inform company forecasting
• Create unity and productivity of sales reps under management
• Develop a positive sales team culture of individual and collective achievement
• Improve average performers and motivate above average performers to excellence
• Develop team building and team motivating activities
• Set and execute on a recruiting strategy
• Follow standard candidate selection & interviewing processes
• Maintain a virtual bench
• Attract top talent within the organization
• Assess talent at all stages in a candidate lifecycle
• Provide onboarding oversight
• Provide guidance and feedback to coach and develop others while creating a climate in which people genuinely want to do their best
• Engage and motivate others by providing appropriate level of direction and counsel
• Foster teamwork and collaboration within and across teams
• Encourage team spirit and ambition to achieve within the group, while placing the interests of the team above individual interests
• Balance the needs of the business with the needs of your team members, not being afraid to push back and take risks to better the larger organization
• Engage in discussion to reach an agreement and create outcomes, affecting the action, behaviors, or opinions of others
• Understand the connection between overall company success and adoption of processes, modeling company policy adoption for peers
• Utilize CRM system, adhering to sales process, and understanding team sales dynamics that drive mutual success
• Develop tactics to implement internal corporate sales strategy & exceed planned external outcomes
• Link teams opportunities & decision points to execution of corporate strategy
• Possess technical knowledge of tools and trends within education industry
• Stay current in possible future policies, practices, trends, and information affecting his/her teams’ prospects or customer businesses and their internal organization
• Know the competition
• Be aware of how strategies and tactics work in the marketplace
• Drive coordinated account planning activities, leveraging relationships with individual contacts across the organization
• Build and manage account-specific business plans
• Prioritize efforts
• Understand account potential
• Demonstrate grasp of macro-environment & consequent account impact (competition, regulation, consumer demands, business trends, regional issues, vertical factors, technology improvements)
• Leverage knowledge of customer loyalty and personal connections with accounts to help team plan for and deliver on objectives
• Ask for references
• Secure repeat business, leads and advance notice of at-risk business that drive net revenue growth
• Manage the teams’ opportunity pipeline proactively, scouring internal and external network for openings to help team members increase opportunity value or accelerate campaigns
• Demonstrate ingenuity, providing deal-based ideas
• Forecast with accuracy
• Know how to develop uniquely strong customer loyalty
• Have a deep understanding of customer perspectives
• Serve as a trusted advisor to the team as well as customers
• Ensure team leverages corporate marketing programs
• Assist in creating/bootstrapping marketing material to support sales campaigns
• Drive team to utilize all forms of marketing media
• Find new 3rd party material that can be repurposed for sales campaigns
• Brainstorm with Marketing to create content relevant to emerging customer scenarios
• Understand where/how buyers do solution research
• Coach team on when and how to partner with Marketing peers

Preferred Qualifications

• Have significant experience selling educational technology products (5+ years)
• Have education experience in a leadership role
• Demonstrate experience creatively solving problems with little structure or historical analogues to work from

Benefits

• World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth
• Health Savings and Flexible Spending Accounts
• 401(k) and Roth 401(k) with company match
• Paid Vacation and Sick Time Off
• 12 Paid Holidays
• Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program
• Tuition Reimbursement
• Life & Disability Insurance
• Well-being and Employee Assistance Programs