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 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

• 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