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
