Sales Manager; Medium Accounts, New Business

Sales Manager (Medium Accounts, New Business)

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Overview

Would you like to enrich the lives of learners?

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 pioneers, collaborates, and continually push the bar on products and services in the EdTech space.

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The Role

As a New Business Sales Manager, you’ll target and secure new business within medium sized multi‑academy education trusts (11-30 schools). You’ll sell RM’s technology products and services to K-12 schools, that reside in the mid‑tier trusts, building long‑term relationships with key decision‑makers such as IT professionals, Trust Heads, and School Business Leaders. 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 sell RM solutions by building value, overcoming objections, and securing financial commitments.

You’ll also need to stay updated on education sector trends, and how 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. As an experienced Sales Manager, you’ll handle more complex opportunities, role model good practice for more junior colleagues, and may provide training and mentoring.

Responsibilities

• Identify, pursue, and develop new business opportunities within the education sector, using a tailored approach.
• Lead bid response efforts with backing from the bid management team where applicable.
• Generate 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, with limited commercial steer.
• 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 & exec steering for permission to bid, no bid, submission and contract close.
• 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.
• Deliver against targets through pipeline management within RM’s CRM.
• Track pipeline and ensure coverage against target.
• Ensure appropriate regular contact with all opportunities.
• Identify and mitigate risks within pipeline.
• Prioritise opportunities and the time allocated to them.
• Accurately forecast opportunities through providing a monthly commit during regular meetings with your Sales leadership.
• Work closely with Sales colleagues to share best practice and help each other improve win rates.
• Identify any solution gaps/requirements that RM needs to address to be successful in a 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…