Category: Sales

Position Overview

Istation is a leading developer and publisher of educational software for prekindergarten-8th grade students and educators. Istation’s interactive Internet- and web-based programs include computer-adaptive assessments and intervention programs in the areas of reading, math, and interdisciplinary studies that are currently being used in forty states and seven countries.

Istation is currently searching for enthusiastic and driven consultative salespeople to fill the position of Outside Sales Representative – Massachusetts and Connecticut Territories. The outside sales representatives sell the company’s computer-adaptive solutions to schools and school systems in these territories. The primary responsibility of the outside sales representative is to grow the Istation business by exceeding sales goals through successful pipeline management from prospecting to close of sale. To do so, he or she will use strategies and techniques including but not limited to e-mail and phone prospecting, online presentations, and world-class consultative service and selling.

This is a highly independent position requiring flexibility and accountability. The sales representative should be a self-starter able to manage priorities in order to achieve territory sales and growth goals. He or she should be passionate about education and consultative selling at all levels.

Details of position:

  • Telecommuting and home-based (regional field sales position) with extensive daytime and overnight travel in a large territory base
  • Requires frequent travel (Applicants must live in sales territory, near a major city with convenient travel and flight hubs.)
  • Full-time
  • Base salary plus commission and bonus potential
  • Expenses are reimbursed
  • Group health plan options
  • 401(k) with company match
  • Extensive internal sales support and resources

Responsibilities include but are not limited to:

  • Growing assigned territory by selling the Istation product to new schools and school systems
  • Attaining and surpassing sales goals; advancing the sale and building customer relationships to maintain and expand market penetration
  • Meeting and exceeding quantitative and qualitative goals for prospecting, customer meetings/presentations, and other vital sales process activities
  • Cultivating leads and interest in Istation through email, phone, and social prospecting
  • Managing and closing school and district pilots of Istation products as part of a successful sales process and strategy
  • Developing and maintaining a strong consultative sales approach that creates partnerships with schools and districts to help teachers and students achieve success with an Istation implementation
  • Building and maintaining strong relationships with customers
  • Educating customers on technical requirements, pricing, training, and successful implementation of the product during the sales process
  • Following up after sales to achieve referrals, grow existing business, and ensure customer satisfaction
  • Successfully collaborating with the renewal team to achieve a strong rate of retention in your sales territory
  • Delivering accurate sales forecasts and other required reports to management in a timely manner
  • Creating and executing strategic territory plans in conjunction with sales management
  • Demonstrating teamwork by sharing best practices and collaborating with cross-functional teams to maximize territory and company success
  • Communicating customer feedback to company to assist in vision and strategic planning
  • Demonstrating integrity, commitment, and trustworthiness to exceed expectations in sales and retain customer accounts
  • Monitoring operational expenses within your territory and managing company resources, including company credit card and home office and computer equipment
  • Actively participating in professional conferences as well as sales meetings
  • Attending approved national and regional conferences/exhibits as needed to add new schools and school systems to our user base in assigned territory

Education, skills, knowledge and experience needed:

  • College degree required
  • Three to five years direct experience in education or education sales
  • Ability to thrive in a self-starter environment
  • Independence, strong work ethic, and self-discipline
  • Educational technology background and experience required
  • experience required
  • Proven track record of success in sales
  • Consultative selling experience in SaaS business models
  • Ability to determine needs and deliver a relevant and solutions-based presentation to all prospects
  • Ability to work independently as well as part of a sales team and company cross-functional teams as needed
  • Ability to learn independently, conduct research, and synthesize and apply information from a variety of resources
  • Proficiency in multiple software platforms and devices; understanding how these are applied within a classroom and school setting
  • Effective territory sales management skills
  • Strong presentation and facilitation skills
  • Strong oral and written communication skills required
  • Strong organizational skills; ability to handle multiple tasks or projects with follow-through
  • Strong digital skills and aptitude; proficiency with computers and basic applications software including Microsoft Office and online meeting software
  • Valid driver’s license and vehicle insurance required
  • Concur software experience preferred
  • Bilingual with strong oral and written communication skills a plus


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