This is a remote position.
India Market Entry (IME) is a leader in market entry strategy and business expansion in the
Education Sector in India. We excel in assisting international clients to establish themselves
in the Indian market. Our mission is to build lasting relationships with customers through
intelligent sales engagement, value-based selling, and deep market understanding.
About the role
IME helps international education companies enter and scale in India. Selling to Indian
institutions is a high-touch business — deals are won in the room, in front of a principal or a
decision-making committee, not over email. That is why the Lead Sales Manager is a regional
role: one LSM owns one region and is the face IME puts in front of schools there.
You are the closer. Qualified leads reach you from the qualification engine (ISM, under Demand
Operations); you carry the product into the room, run the demo, handle objections, and close.
You also generate institutional leads from your own territory — a field presence is itself a lead
source — and you feed those back into the engine so nothing escapes the funnel. You are
certified on a focused set of products at any time, with Product Enablement backing you on the
complex ones.
What you'll own
• Regional closure — own the demo-to-deal conversion and revenue for your region across
the portfolio that is live there.
• Institutional field sales — take qualified institutional leads from the engine, run the
in-person demo, and close. This is the core of the role.
• Remote closure — close D2C / EduPreneur deals routed to you over call/demo, between
field visits. Same closing skill, different channel.
• Regional lead generation — surface institutional opportunities in your territory and route
them back through ISM for qualification and logging (one funnel, one source of truth — no
side-channel).
• Field assist to the channel team — where your field presence puts you near distributors,
make introductions and lend support to the outbound/channel lane. You assist; the channel
lane owns the distributor relationship and the number.
• Product certification discipline — stay certified on your 3–4 priority products at a time;
carry only what you are certified on, and pull in Product Enablement for products beyond
your current set.
• CRM discipline — keep your pipeline, demo activity, and outcomes current in the CRM so
Demand Operations can track conversion accurately.
How success is measured
• Demo-to-deal conversion — the headline metric for the role.
• Revenue through IME for your region.
• Quality of qualified-lead acceptance — you and the engine share accountability for the
seam: weak leads get flagged back, strong leads get closed.
• Regional lead contribution — institutional opportunities generated and routed from your
territory.
• Certification currency — staying field-ready on your assigned products.
What this role is not
To keep the model clean: you do not qualify your own inbound leads (the ISM engine does that),
you do not own distributor relationships (the channel lane does that — you assist), and you do
not carry products you are not certified on into a demo (Product Enablement co-demos or
fast-tracks your certification first).
Qualification:
• 8-10 years in field sales / B2B institutional sales, ideally selling into schools, colleges, or to
education buyers.
• A proven closing record — you are measured on deals closed, not meetings held, and you
are comfortable with that.
• Strong in-person demo and presentation skills — you can hold a room of decision-makers
and move them to a decision.
• Deep knowledge of your region — the schools, the buying cycles, the people who
decide, and how to get in front of them.
• Discipline with CRM and pipeline data — you keep your numbers honest and current.
• Willingness to travel within your region for field demos and relationship-building.
Preferred
• Existing institutional relationships in the assigned region.
• Experience selling international or premium education products / classroom technology.
• Comfort closing across both in-person and remote channels.
• Exposure to a structured certification or enablement process.
Requirements
Qualification:
• 8-10 years in field sales / B2B institutional sales, ideally selling into schools, colleges, or to
education buyers.
• A proven closing record — you are measured on deals closed, not meetings held, and you
are comfortable with that.
• Strong in-person demo and presentation skills — you can hold a room of decision-makers
and move them to a decision.
• Deep knowledge of your region — the schools, the buying cycles, the people who
decide, and how to get in front of them.
• Discipline with CRM and pipeline data — you keep your numbers honest and current.
• Willingness to travel within your region for field demos and relationship-building.
Preferred
• Existing institutional relationships in the assigned region.
• Experience selling international or premium education products / classroom technology.
• Comfort closing across both in-person and remote channels.
• Exposure to a structured certification or enablement process.
— Sarah J.
·
Marketing Manager
★★★★★
Verified
