Vice President, Sales

4 weeks ago

Remote, Oregon, United States Teachstone Full time

Company Overview:

Do you enjoy making a difference in a child's life, transforming education, and evolving learning? Come join Teachstone, the interactions company Teachstone was founded in 2008 to deliver the Classroom Assessment Scoring System (CLASS) nationwide and around the globe. Developed through years of research, the CLASS system measures and improves the interactions between educators and children, which have been shown to drive learning and lifelong achievement. Our online subscription service, myTeachstone, simplifies CLASS implementation by combining observation data with a robust library of CLASS resources and professional development.

At Teachstone, everything we do is about improving the ways educators interact with children. We train instructional coaches and observers, build and deliver online support programs, and design professional development for educators — all of it proven to improve children's social, emotional, and academic success. By helping educators focus, measure, and improve their interactions and relationships with children, Teachstone is transforming education nationwide, one interaction at a time.

Role Overview:

Teachstone is in search of an accomplished and results-oriented VP of Sales to lead our dynamic sales team. The VPS will lead Teachstone's sales strategy to expand geographies, partners, and service lines.

This leader will be responsible for defining Teachstone's channel go-to-market strategy, supporting existing portfolio of partners, as well as identifying, negotiating, and strategically scaling new partner opportunities. The ideal candidate possesses a proven track record of leading teams to consistently exceed quotas by driving new business and identifying opportunities for revenue growth.

They are not only competitive but also deeply passionate about empowering their sales representatives to reach new heights. Serving as a champion of their team, the VP will provide coaching, mentorship, essential tools, and unwavering support, adept at removing obstacles that impede selling efficiency.

This individual will maintain high standards, holding representatives accountable and ensuring they meet Key Performance Indicators (KPIs) crucial for driving successful outcomes. The ideal candidate exhibits client-centric behavior, possessing extensive knowledge of the education market and insight into the decision-making processes of educational programs. Their curiosity and inquisitiveness drive them to fully comprehend our target markets, key accounts, and purchasing committees. Balancing strategic and analytical thinking with exceptional organizational skills, they excel at driving results.

Effective collaboration is a hallmark of the ideal candidate, capable of working across departments to establish alignment on go-to-market strategies. They have extensive knowledge of consultative selling best practices and an awareness of emerging selling trends and techniques. They can build state plans in collaboration with the policy advisors and execute against that well-defined plan. Additionally, they are ready and willing to actively participate in sales support or travel to meet clients face-to-face when necessary to move deals forward.

If you aspire to leverage your sales leadership skills to make a meaningful impact in the lives of young children, we look forward to connecting with you.

Role Responsibilities:

  • Achieve key success metrics and goals consistently
  • Ensure that team meets and/or exceeds quarterly and annual sales goals
  • Be an advocate for your team in order to ensure continuous improvement and growth
  • Coach and support team needs by reducing barriers to sales and providing guidance and pathways for team to professionally grow
  • Develop and implement state and regional strategies in collaboration with the policy and marketing team for sales success
  • Develop and execute a prospecting strategy that sources new business opportunities through cold calling, client referrals, emails, and networking as well as upselling to current clients for sales team
  • Develop a prospecting process for the team that steadily replenishes the new opportunities funnel; and a nurturing process that steadily replenishes the sales funnel
  • Speak to and build relationships with high-level leaders in organizations and educational entities to create new sales opportunities for your sales team
  • Engage key stakeholders using effective consultative techniques
  • Demonstrated ability to manage complex relationships and to build strong rapport and trust with large clients when needed as a team leader
  • Ability to understand proposal development and pricing to drive growth and profitability
  • Collaborate with colleagues from other departments to improve efficiency
  • Build relationships with prospects/customers to share learnings to inform the sales team, go-to-market strategy, and product strategy
  • Maintain deep expertise of Teachstone's product suite, the education industry, and factors influencing the market environment
  • Use Salesforce CRM to accurately track customer-related activities, communication, market data and critical issues for reporting and analysis

Role Qualifications:

  • Bachelor-level degree required or equivalent experience
  • At least 10 years of successful education or a combo of education and other sales experience with 3- 5 years of management leadership experience
  • Proven track record of meeting/exceeding sales quotas
  • Strong leadership qualities with the ability to drive accountability and develop/motivate a team of regional directors and inside sales team members
  • Have a clear understanding of education funding and procurement processes and their impact on sales cycles and strategies
  • Willingness to travel 50%+ of the time as needed to visit with team members and colleagues, make connections, build relationships and close opportunities, and to work a flexible schedule to satisfy clients' needs
  • Understanding of and the desire to embrace and execute the company's DEI mission and initiatives.
  • Strong customer relations skills and high emotional intelligence
  • Excellent verbal and written communication skills to include the ability to provide ongoing constructive feedback as needed
  • Ability to drive communications bottom -up and top-down as a team leader
  • Strong analytical and problem-solving skills
  • Ability to work across time zones as needed, to manage a remote team and national clients

Role Preferred Qualifications:

  • Understanding of best practices in child and teacher development
  • Deep understanding of federal, state, and local funding sources and grant programs available to support staff development programs
  • Familiarity with the Classroom Assessment Scoring System and other Teachstone products
  • Experience using Salesforce or a similar CRM software a plus

Teachstone is an Equal Opportunity Employer. We consider all applicants without regard to race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic data, political affiliation, or any other status protected by law. We are dedicated to fostering an inclusive and diverse culture.

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