Turnitin is your partner in education with integrity. Turnitin’s originality checking and authorship investigation services ensure academic integrity, promote critical thinking, and help students improve their authentic writing. Turnitin provides instructors with the tools to prevent plagiarism, engage students in the writing process, and provide personalised feedback. Turnitin is used by more than 30 million students at 15,000 institutions in 140 countries. Turnitin is headquartered in Oakland, Calif., with international offices in Newcastle, U.K., Utrecht, Netherlands, Melbourne, Australia, Seoul, Korea and throughout Latin America.
Territory Sales Manager - Higher Education
Various Locations - Noida, Bengaluru, Mumbai, Kolkata
Turnitin is seeking a Territory Sales Manager to enhance Turnitin’s leadership position in the Academic - Higher Education segment by protecting market-share in assigned territory through proactive account management to ring-fence subscriptions for long-term business Relationships through wide & deep user engagement & experience, andby growing revenue share-of-wallet from existing subscribers through cross- sales of new/additional services & applications.
This is a great opportunity to join our business at a very exciting time, you will be working with some of the most prestigious institutions in India in a time where we are investing heavily in our products and services to make sure we remain the leader in our field.
ResponsibilitiesImplement a solution-selling process & methodology to create/stimulate buying vision among identified prospects by analyzing and understanding their pain points/requirements and propose best-fit solutions/application subscription configurationsMap, research and analyze assigned territory to identify prospects for new business, qualify identified prospects to create sales opportunities, prepare proposals, develop opportunities, make presentations and convert sales opportunities to customers to achieve allocated new business & net sales targetsEvaluate & follow-up on incoming marketing qualified leads/inside sales leads to convert them to sales opportunities and convert these opportunities to customersDevelop and strengthen relationships with all institutional customers in the assigned territory to ensure long-term, sustained subscriptions, cross-sales of additional subscriptions of other/new products and optimal usage of all existing subscriptionsIn conjunction with & under the guidance of the Reporting Manager, prepare & execute robust territory sales plans to achieve assigned sales targetsEstablish & reinforce value propositions of Turnitin’s SaaS applications through written and oral communication, virtual & live product presentations and virtual/face-to-face customer meetings.Manage the entire sales process through the allotted Salesforce account; maintain up-to-date account, activity, opportunity, orders, contact and communication records in Salesforce.Maximize market coverage through regular visits to prospects and customers in all geographical locations within the assigned territory
RequiredBachelor’s degree Minimum 3 years’ (3-8 years) experience in building trusted advisor-level institutional relationships in a business development/account management/ subscription management role in I.T./technology solutions/Edtech/SaaS/ online publishingBroad knowledge of SaaS applications & underlying technologies, EdTech industry and the research & publishing environmentGood working familiarity with CRM applications like Salesforce, sales & marketing apps like Groove, Veelo and Office suite of productivity applications like Excel, Powerpoint, Word.
DesirableM.B.A.Commercial awareness, and understanding of the Indian Higher Education sectorFamiliarity with research & publishing environmentExperience of working with teams located across multiple geographiesExperience in managing teams
Skills / AttributesDemonstrated success in business development/sales target achievementExcellent written & verbal communication and presentation skillsStrong organization and analytical skillsExcellent interpersonal skills with a demonstrated ability to form effective working relationships with both internal and external stakeholdersA strong bias for actionPassion for education & researchPassion for excellent customer/user experienceAttention to detail, ability to work in a fast paced, changing environment and manage multiple projects simultaneously Ability to work independently and perform under pressure
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