Regional Sales Representative (IC), West Region at Lumen Learning
Portland, OR, US / Remote

Lumen Learning is growing again! We’re looking for a Regional Sales Director (individual contributor role) who can take ownership of a territory and grow its business through a balance of aggressiveness, humility, and collaboration.

We are doing something that has not been done before. We’re using technology, learning design informed by data, and openly licensed content to enable unprecedented learning results and opportunities for all students, regardless of economic background. Ever buy a college textbook? We think that hundreds of dollars is too much—and for many people, the cost is an impassable barrier. We eliminate the need for expensive textbooks with a rich online learning experience that costs $25. In 2017 we saved students more than $15 million dollars—we have our sights set on one billion.

Every day our work requires creativity, discipline, drive, teamwork, and immense flexibility. Check out our company values. If you’re a fit and if you want to work on something really important with other amazing people who exemplify those values, get in touch.

We offer a great benefits package including flexible time off, work autonomy, 401k matching, and health benefits. This position is open to any candidates in the Mountain or Pacific Time Zones. You’ll be based in your home office and will travel ~25% of the time, including campus visits and team meetings.

The Position: Regional Sales Director, West (Individual Contributor role focused)

Our Regional Sales Director is an independent contributor role that is responsible for working with institutions across a region to improve access and success for students using Lumen’s open courseware. We measure impact through the number of students using our open courseware and the improved success of those students. This position influences both of those factors, but fully owns the number of students using the courseware.

Successful implementations require an effective strategy that is owned by institutional leadership, and fully engages and empowers faculty members. The Regional Sales Director works with both institutional leadership, faculty champions, and their Lumen Regional Team teammates to create and implement programs that use proven best practices, but are customized to support local needs. This requires engaging and contracting institutions, developing programs that will 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 more than 3 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.


Organization Alignment

  • Reports to the Vice President of Sales
  • Leads delivery of migration, implementation, and training services in their region but also enlists the support of organizational resources
  • Coordinates company executive involvement with customer management
  • Works closely with the support team to ensure customer satisfaction and problem resolution
  • Collaborates with the marketing team on region-focused sales and marketing strategy and execution
  • Gathers product issues and enhancement needs from customers and effectively communicates them to the Lumen product team

Key Responsibilities

  • Lead and mentor effective adoption programs that achieve impact goals
  • With faculty and institutional leadership, define programs that will support institutional impact goals for student success
  • Define and achieve adoption and success goals
  • Act as the lead point of contact for all matters specific to customers in your region
  • Develop, build and maintain strong, deep customer relationships that reflect Lumen values
  • Act as a trusted advisor to institutional leaders, project champions, faculty members, and project team members
  • Ensure the timely and successful delivery of our solutions to meet customer needs
  • Build capability and connection among institutions in the region to support successful programs create new opportunities for impact
  • Proactively assess, clarify, and validate customer needs on an ongoing basis

Achieve company revenue and impact commitments

  • Accurately forecast and deliver revenue and impact results on a twice-yearly basis, January through June, and July through December.
  • Effectively use Lumen internal systems to track account communication and performance metrics
  • Proactively lead a strategic account planning process that develops performance objectives, financial targets, and critical milestones for regional customers for a one to three-year period
  • Coordinate the involvement of Lumen team members, including marketing, support, product, and management, in order to meet account performance objectives and customer expectations

Personal leadership

  • Contribute to Lumen’s success in achieving our mission
  • Personify Lumen values of Commitment, Creativity, Generosity, Openness
  • Make Lumen a more successful, effective and inclusive organization as a result of your presence