Regional Sales Director

Remote, US-based

The Regional Sales Director is responsible for achieving sales growth goals in alignment with Lumen’s business strategy and mission. This independent contributor role is responsible for working with institutions across a region to improve access and success for students using Lumen’s courseware. We measure impact through the number of students using our courseware and the improved success of those students. This position influences both factors but wholly owns the number of students using the courseware.

Successful implementations require an effective strategy owned by institutional leadership that fully engages and empowers faculty members. The Regional Sales Director works with institutional leadership, faculty champions, and their Lumen Regional Team to create and implement programs that use proven best practices customized to support local needs. This requires engaging and contracting institutions, developing programs to achieve results, and ensuring that the programs achieve impact goals. The Regional Sales Director will own revenue and impact targets for the region.

The primary metrics for the position include:

• Achievement of the revenue goal for the region
• Demonstrated success identifying, working, and closing large (250+/term) committee adoptions
• Demonstrated success crafting, communicating, and adapting strategic region plans to achieve goal
• Demonstrated success preparing and leading high-stakes presentations and demonstrations of Lumen Courseware
• Maintaining consistent and accurate CRM deal information, including enrollment, stage progression, sales activities, and forecasting

About Lumen Learning

Our mission is to enable unprecedented learning for all students with an emphasis on ensuring that race and income are not predictors of success. We are a fast-paced, tech company service in higher education currently supporting more than 400,000 students and 5,000 faculty members at more than 500 colleges and universities across the country. Lumen provides solutions that create compelling learning experiences for students and guide faculty members in using evidence-based teaching practices that improve student success.

We are doing something that has yet to be done before. Each position requires an individual who can assess the needs of customers, the education community, and other Lumen team members and develop new approaches and solutions. This requires creativity, commitment, generosity, openness, and a drive to create belonging for our team and community. You can read more about our company values here and find out more about what we do on our website .

We are committed to building an organization that reflects the diversity of the communities and students we serve. We can only achieve our goals by creating a team of differing perspectives, social circumstances, values, and abilities, including those of historically resilient communities. We strongly encourage applications from Black, Indigenous, Hispanic, Asian, & other People of Color, immigrants, LGBTQIA+ individuals, people with disabilities, and members of underrepresented groups. Lumen Learning is proud to be an equal opportunity employer. We provide equal employment opportunities to all employees and applicants regardless of race, color, sex, age, religion, national origin, disability, veteran status, genetics, sexual orientation, gender identity, or gender expression.

Organization Alignment:

• Reports to Vice President, Sales
• Works closely with support members to ensure customer satisfaction and problem resolution
• Collaborates with the marketing team on region-focused sales and marketing strategy and execution
• Effectively communicates with the Lumen product team as needs arise
• Collaborates and coordinates with others across the sales organization
• Coordinates with the directors of learning solutions to facilitate a smooth transition for new customers and to identify sales opportunities among existing customers

Key Responsibilities:

• Owns the achievement of the revenue goal in the assigned territory/region
• Focuses on selling Lumen in the critical departments of Math, Psychology, and Business. Lead with Lumen One and pursue opportunities for Waymaker or OHM when relevant
• Closes net-new growth adoptions, prioritizing large enrollment and committee adoptions at new target institutions and in critical departments at existing institutions
• Qualifies and advances opportunities in the pipeline
• Creates and executes territory and adoption strategies that utilize customer and partner networks, as well as company relationships

• Delivers effective, needs-based sales presentations to faculty and critical decision-makers that capture the Lumen story and create a case for change
• Proactively assesses, clarifies, and validates new customer needs on an ongoing basis
• Ensures the timely and successful delivery of our solutions to meet new customer needs, including responses to customers, LTI setup, and course delivery
• Effectively uses Lumen internal systems to track account communication, deal progression, and other performance metrics
• Strategizes and executes the involvement of Lumen team members, including marketing, support, product, and management, to meet account performance objectives and customer expectations
• Personifies Lumen values of Commitment, Creativity, Generosity, Openness, and Belonging
• Accurately forecasts and delivers revenue and impact results
• Employs effective consultative sales techniques

The ideal candidate will have the following skills and experience:

• The ideal candidate will have more than three years of experience meeting and exceeding specific growth targets in higher education programs or markets
• You must be experienced in collaborating with internal and external teams to deliver high-quality, complex human change and technology solutions within planned timeframes
• Your communication and collaboration skills are top-notch
• Live in the Mountain Time Zone or Pacific Time Zone

Benefits:

• Autonomy
• 401(k) matching
• Full employee medical premium covered by the company
• Flex PTO
• Paid holidays
• Work with exceptional people on an important, fulfilling mission
• Stock options
• Fully dispersed workforce

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