Senior Sales Manager (large Accounts, New Business)

Senior Sales Manager

RM Technology has shaped future generations for over fifty years by implementing innovative technology solutions in schools and colleges. Founded in 1973, we’re a trusted Edtech partner, transforming teaching environments to be more productive, resilient, and sustainable.

Our committed team pioneer, collaborate, and continually push the bar on products and services in the EdTech space.

The Role

As a Senior Sales Manager, you’ll target and secure new business within large multi-academy education trusts (30+ schools). You’ll sell RM’s technology products and services to K-12 schools, that reside in the largest trusts, building long-term relationships with key decision-makers such as IT professionals, Trust Heads, and School Business Leaders, adding to our base of high-profile customers. You will be responsible for driving strong revenue and profitability with your portfolio of customers.

Your role involves identifying high-value opportunities, qualifying leads, and managing sales through bids and informal routes. You’ll collaborate with the bid team to create compelling proposals, providing commercial direction, pricing, and unique value propositions to win deals in a competitive market.

Success means engaging with trust leadership teams to uncover opportunities, qualifying them (BANT), and converting them into orders to exceed sales targets. You’ll use deep knowledge of market trends and RM solutions to successfully influence sales. You’ll sell RM solutions by building value, overcoming objections, and securing financial commitments.

You’ll need to stay updated on education sector trends, ensuring RM’s offerings align with market needs. Reporting to the Head of Sales, you'll contribute to accurate forecasting and strategic input for large opportunities. Recognised as an expert, capable of handling highly complex opportunities, you may provide input to others’ approaches and development.

Responsibilities

Prospect Identification, Development and Closure

• Identify, pursue, and develop new business opportunities within the education sector, using a tailored approach.
• Lead the bid response effort with the support of the bid management team, where applicable.
• Generate high-value leads through prospecting, networking, attending events, and leveraging referrals.
• Conduct needs assessments and deliver tailored product/service demonstrations with the support of RM colleagues.
• Manage the full sales cycle from initial contact through to negotiation and close, applying strong commercial decision making.
• Win significant business opportunities, working with the prospecting team, bid team, and the rest of RM as appropriate, positioning RM as a credible organisation to partner with.
• Take and lead bids through formal governance & executive steering for permission to bid, no bid, submission, and contract close.

Customer Engagement

• Map out, engage, maintain, and influence a network of prospective decision makers and influencers within trusts to generate long-term relationships that can be converted to a tangible future sales opportunity.
• Attend customer/prospect meetings, growing personal profile and connections across each trust.
• Act as a window into RM as a point of escalation for the customer/prospect.
• Grow and maintain a network of contacts across the trust schools.

Pipeline Management & Forecasting

• Deliver against targets through pipeline management within RM’s CRM.
• Track the pipeline and ensure coverage against target.
• Ensure appropriate regular contact with all opportunities.
• Identify and mitigate risks within the pipeline.
• Prioritise opportunities and the time allocated to them.
• Accurately forecast opportunities through providing a monthly commit during regular meetings with your Sales leadership.

Improvement Focus

• Work closely with your Sales colleagues to share best practice and help each other improve win rates.
• Identify any solutions gaps/requirements that RM needs to address to be successful in any given initiative and support the Business in bringing this to life in bids and customer engagements.
• Work with marketing and product management colleagues to develop a replicable bank of sales assets and case studies to engage/influence the market with, in terms of RM’s capability.
• Support the Business by driving and owning successful applications to new frameworks for markets we may wish to target.

Experience

Skills and Experience

• You will have proven experience of:
• B2B sales, with a strong track record, in the education or technology sectors.
• Engaging with senior stakeholders and decision-makers in schools.
• Working in and leading matrixed sales and bid teams, involving different specialists.

You will be:

• Self-motivated, target-driven, and able to work independently.
• A strong strategic thinker, commercial decision maker, and account planner, able to analyse complex market dynamics and requirements, and develop a coherent and compelling response, that demonstrates RM’s value as a partner for the long term.
• Analytical, able to understand both RM’s business drivers, solutions, and delivery, and customers’ key drivers and their impact on solution design, and how these are brought together effectively, under effective commercial contract.
• Self-motivated and highly organised, able to operate within a complex environment.
• Someone who acts with initiative, able to find a creative approach to solving customer problems and finding channel to market.
• A great communicator, able to engage with and influence external and internal stakeholders of different levels including at the C-suite, articulate complexity in a clear and straightforward manner, negotiate effectively, and present compellingly.
• Proficient in using CRM systems.

You will have:

• The ability to build strategic relationships at an Executive/Director level.

A full UK driving licence, and a willingness to travel.

Passion for working with the Education sector.

A flexible can-do attitude, with a willingness and ability to adapt within the role.

A strong alignment to RM's core behaviours: Be Brave, Win Together, Be Curious, Make it Simple and Consider it Done.

What’s in it for you?

At RM we have My Work Blend @RM which provides office-based colleagues with multi-location and hybrid working options. As well as your office base, you can spend a proportion of your time working at other locations that suit your role and your life, including home, other offices, customer sites, distribution centres, or on the move. We encourage you to discuss arrangements for this role with your potential line manager during the recruitment process.

RM is committed to safeguarding and promoting the welfare of children and expects all permanent and temporary staff to share this commitment. This role is exempt from the Rehabilitation of Offenders Act 1974 and all successful candidates will be subject to Disclosure and Barring Service (DBS) checks along with other relevant employment checks.

As well as a competitive salary and our core benefits package which includes private medical healthcare, life assurance, and a Group Personal Pension Plan with higher contribution levels available, some roles are also eligible for a performance-related bonus. There are lots of voluntary benefits too. You could buy additional annual leave, join our dental plan, sign up for a health assessment, or take part in our cycle to work scheme. You could even earn yourself an extra bonus for successfully recommending a friend or family member for a position within RM.

To better reflect the society that we serve, we’re committed to building a diverse workforce and creating an inclusive and welcoming environment for all. To achieve this, we create teams of talented people from different backgrounds and experiences and strive to be a business where our people can bring their whole selves to work, we also want to make the recruitment process as inclusive as possible for everyone. Should you require additional support with your application or through the interview process, please contact us at recruitment@rm.com.

Unfortunately, we are unable to offer visa sponsorship for this role.