Overview

Job Title: Director, Sales (Higher Education)

Location: Remote - U.S.-based (travel as required)

Reports to: Vice President, Public Sector

Experience Required: 10+ years (15+ preferred)

Base pay range: $150,000.00/yr - $160,000.00/yr

Additional compensation types: Commission

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

• 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
• 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

• 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)

Why HTC Global Services

For over 30 years, HTC has been a trusted partner to Higher Ed organizations across the U.S., delivering innovative and cost-effective IT solutions. Join a company that values collaboration, integrity, making a measurable impact in education technology!

Seniority level

• Director

Employment type

• Full-time

Job function

• Information Technology
• Industries IT Services and IT Consulting