Director, Sales (Higher Education) Remote
Job Title: Director, Sales (Higher Education)
Location: Remote or U.S.-based (travel as required)
Reports to: Vice President, Public Sector
Experience Required: 10+ years (15+ preferred)
Position Summary:
We are seeking a dynamic and results-oriented Senior IT Sales Executive with deep expertise in the higher education sector. This role is responsible for driving revenue growth through strategic account management, consultative solution selling, and long-term relationship development with universities, colleges, research institutions, and education consortia across the U.S.
The ideal candidate will have a proven track record of selling IT services and solutions into higher education institutions, a strong understanding of key business problems facing the sector, fundamental knowledge of the academic procurement lifecycle, and the ability to position high-value technology offerings that address evolving challenges in the higher education space. This candidate will come with proven and reliable relationships that can be converted to short-term success and long-term growth.
Key Responsibilities:
- Account Strategy & Management
- Develop and execute go-to-market strategies tailored to higher education institutions
- Build, manage, and grow a pipeline of qualified opportunities at top-tier universities and colleges
- Identify key stakeholders including CIOs, Provosts, Procurement Officers, Deans, and IT Directors
- Consultative Selling
- Understand institutional priorities around digital transformation, legacy application and data modernization, student experience, and research enablement
- Position solutions aligned with funding cycles (e.g., grants, federal/state education appropriations, etc.)
- In concert with HTC Practice Leadership, conduct solution presentations, demos, and value proposition workshops
- Collaboration & Execution
- Work cross-functionally with Sales and Practice Leadership, Solution Architects, Proposal Managers, Marketing, Delivery, and Legal to shape winning bids and proposals
- Identify and coordinate RFP responses, oral presentations, pricing strategies, and contract negotiations
- Stay aligned with delivery teams to ensure client satisfaction and ongoing relationship growth
- Market Intelligence & Thought Leadership
- Maintain deep awareness of higher education trends, regulatory changes, and key industry events
- Represent the company at industry conferences and in client advisory panels
- Provide feedback to internal stakeholders on market conditions and emerging needs
Daily Duties Include:
- Research and target high-potential institutions for outreach
- Schedule and conduct discovery calls, client meetings, and campus visits
- Prepare account plans, capture strategies, and revenue forecasts
- Respond to procurement solicitations, RFIs, and formal RFPs
- Track pipeline, sales stages, and reporting in HTC’s CRM tool
- Provide weekly updates on key pursuits and deal health to leadership
- Stay up to date with internal solution enhancements and external market trends
Required Qualifications:
- Minimum of 10 years selling IT professional services; 15+ preferred
- At least 5 years of recent experience selling into higher education institutions
- Proven track record of closing large ($1M+ ACV) IT deals
- Strong understanding of higher education procurement processes and funding models
- Excellent communication, negotiation, and stakeholder management skills
- Bachelor’s degree required; advanced degree or certifications a plus (e.g., PMP, ITIL, CSM)
Preferred Industry Experience:
- Experience working with public and private universities
- Familiarity with academic consortia and state-level education systems
- Background in education-specific compliance standards (FERPA, accessibility, research data privacy)