Education Territory Manager - Northwest Location: Remote (resides in OR or WA) About the Role: The Education Territory Manager is responsible for executing sales strategies, driving revenue growth and profitability for Gumdrop and Brenthaven in the education market, as well as leading a small inside sales team. Key Responsibilities: Territory Strategy & Pipeline Development - Build and execute a territory plan that targets school districts, education service districts (ESDs), resellers, and state-level buying groups - Develop a healthy pipeline by driving outbound prospecting, responding quickly to inbound leads, and coordinating with channel partners - Identify refresh cycles, funding windows, and device adoption trends (Chromebooks, iPads, Windows devices) to prioritize high-propensity accounts - Map out the triangle offense for each of these strategic SDs Direct District Engagement - Lead all district-facing sales efforts: discovery calls, needs assessments, product demos, pricing discussions, and proposal delivery - Build strong relationships with District Tech Directors, CIOs, IT staff, curriculum leads, and procurement teams - Provide consultative guidance on protective cases, accessories, deployment planning, warranties, and lifecycle management Channel Partner Management - Work collaboratively with reseller partners to drive joint pipeline creation and close deals - Conduct partner trainings, support deal registrations, align on pricing strategy, and share competitive intel - Ensure partners have accurate product data, samples, inventory forecasts, and promotional materials Deal Execution & Forecasting - Own the full sales cycle from lead creation through close - Prepare quotes, proposals, and RFP responses with accuracy and urgency - Maintain weekly forecast accuracy and always keep CRM data clean, current, and complete - Coordinate with operations on pricing, inventory, shipping timelines, and deployment requirements Territory Relationship Building - Build trusted, long-lasting relationships with district leaders, reseller reps, state education groups, and key influencers - Attend regional conferences, technology fairs, ESD events, and district summits to grow brand presence and generate opportunities - Serve as the face of the company across the territory-approachable, reliable, responsive, and customer-obsessed Market Intelligence & Competitive Awareness - Track competitor products, pricing changes, and channel programs - Identify new device trends (touchscreen adoption, iPad rollouts, rugged case requirements) to inform product planning - Report feedback from the field to Product, Marketing, and Leadership to guide roadmap and demand forecasting Cross-Functional Collaboration - Partner with Product, Marketing, and Operations to improve samples, messaging, demand planning, and customer experience - Work alongside with the Sales Enablement person to drive cohesive campaigns, outbound sequences, and district touch points - Provide input to Marketing for district success stories, case studies, and content that will help accelerate future wins Customer Experience & Post-Sale Support - Ensure schools have exceptional service during and after the sale: tracking, deployment assistance, issue escalation, warranty understanding - Proactively check in with districts post-deployment to secure renewals, refresh opportunities, and long-term loyalty - Represent the company's values every step of the way Performance Management & Results - Consistently hit or exceed quarterly and annual revenue goals for EDU - Achieve KPIs: pipeline creation, deal velocity, win rate, partner engagement, and forecast accuracy - Maintain strong discipline around time management, territory planning, weekly activity levels, and follow-through Additional Responsibilities - Assist with special projects as needed - Support cross-functional teams on ad hoc assignments Qualifications: - 5-10 years' experience leading a remote inside sales team, with a strong track record of achieving and exceeding targets - At least 5 years of experience selling successfully into the education market, with deep understanding of its unique customer dynamics in K12 Hardware Technology Resellers and Distributors - Comfortability and confidence presenting to executive leaders and influencing strategic business decisions - Excellent communication and presentation skills, capable of inspiring and connecting with diverse audiences - Highly organized, skilled in territory mapping, pipeline reviews, and performance management discussions - Strong data literacy, with experience analyzing reports - Adept in different sales strategies and methodologies - Familiar with Salesforce or similar CRM tools to track sales progress and streamline processes. - Energetic road warrior, highly motivated to drive results in diverse markets - Willingness and ability to travel up to 60% to engage with customers, partners, and team members in person Competencies: - A collaborative, results-driven mindset with a proven ability to meet and exceed revenue goals - Demonstrated success in sales leadership, driving team performance and business growth - Proactive execution of company priorities with strong ownership and accountability - The ability to build and nurture relationships across teams, customers, and partners, both internally and externally - Exceptional planning, analytical, and reporting skills, with a knack for turning data into actionable insights - A keen eye for detail and outstanding organizational skills that ensure accuracy and consistency in every task Success Indicators: - Consistently meets quarterly and annual goals - Grows year-over-year revenue across assigned states - Expands footprint within top target districts - Strong CRM accuracy and predictable forecasting - Positive customer and partner feedback