Education Territory Manager – California

Welcome to Pioneer Square Brands, a dynamic and innovative company at the forefront of the consumer goods industry. Committed to delivering high-quality products, we take pride in our dedication to excellence, creativity, and customer satisfaction. With a diverse portfolio featuring renowned brands (Brenthaven, Gumdrop, and VAULT), our mobile technology accessories ensure our customers achieve successful technology deployments. Our team comprises passionate individuals united by a shared vision to shape the future of our industry. If you are seeking a challenging and rewarding position in a fast-paced environment where your ideas are highly valued, join us at Pioneer Square Brands and become an integral part of our exciting journey.

Our Core Purpose:
We ensure mobile technology works so that people can focus on what matters.

Our Core Values:

• Genuine and Respectful
• Pride in Everything We Do
• Excellence through Innovation
• Obsessed with Customer Success

Pioneer Square Brands has a global footprint with office locations in High Point, North Carolina, and Manila, Philippines.

We are actively looking for a highly motivated and energetic professional with a positive attitude who desires to be part of our growing team. Competitive salaries and benefits, including profit sharing, await the successful candidate.

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Education Territory Manager – California

About the Role:

The Education Territory Manager is responsible for executing sales strategies, driving revenue growth and profitability for Gumdrop and Brenthaven in the education market, as well as leading a small inside sales team.

Key Responsibilities:

Territory Strategy & Pipeline Development

• Build and execute a territory plan that targets school districts, education service districts (ESDs), resellers, and state-level buying groups
• Develop a healthy pipeline by driving outbound prospecting, responding quickly to inbound leads, and coordinating with channel partners
• Identify refresh cycles, funding windows, and device adoption trends (Chromebooks, iPads, Windows devices) to prioritize high-propensity accounts
• Map out the triangle offense for each of these strategic SDs

Direct District Engagement

• Lead all district-facing sales efforts: discovery calls, needs assessments, product demos, pricing discussions, and proposal delivery
• Build strong relationships with District Tech Directors, CIOs, IT staff, curriculum leads, and procurement teams
• Provide consultative guidance on protective cases, accessories, deployment planning, warranties, and lifecycle management

Channel Partner Management

• Work collaboratively with reseller partners to drive joint pipeline creation and close deals
• Conduct partner trainings, support deal registrations, align on pricing strategy, and share competitive intel
• Ensure partners have accurate product data, samples, inventory forecasts, and promotional materials

Deal Execution & Forecasting

• Own the full sales cycle from lead creation through close
• Prepare quotes, proposals, and RFP responses with accuracy and urgency
• Maintain weekly forecast accuracy and always keep CRM data clean, current, and complete
• Coordinate with operations on pricing, inventory, shipping timelines, and deployment requirements

Territory Relationship Building

• Build trusted, long-lasting relationships with district leaders, reseller reps, state education groups, and key influencers
• Attend regional conferences, technology fairs, ESD events, and district summits to grow brand presence and generate opportunities
• Serve as the face of the company across the territory—approachable, reliable, responsive, and customer-obsessed

Market Intelligence & Competitive Awareness

• Track competitor products, pricing changes, and channel programs
• Identify new device trends (touchscreen adoption, iPad rollouts, rugged case requirements) to inform product planning
• Report feedback from the field to Product, Marketing, and Leadership to guide roadmap and demand forecasting

Cross-Functional Collaboration

• Partner with Product, Marketing, and Operations to improve samples, messaging, demand planning, and customer experience
• Work alongside with the Sales Enablement person to drive cohesive campaigns, outbound sequences, and district touch points
• Provide input to Marketing for district success stories, case studies, and content that will help accelerate future wins

Customer Experience & Post-Sale Support

• Ensure schools have exceptional service during and after the sale: tracking, deployment assistance, issue escalation, warranty understanding
• Proactively check in with districts post-deployment to secure renewals, refresh opportunities, and long-term loyalty
• Represent the company’s values every step of the way

Performance Management & Results

• Consistently hit or exceed quarterly and annual revenue goals for EDU
• Achieve KPIs: pipeline creation, deal velocity, win rate, partner engagement, and forecast accuracy
• Maintain strong discipline around time management, territory planning, weekly activity levels, and follow-through

Additional Responsibilities

• Assist with special projects as needed
• Support cross-functional teams on ad hoc assignments

Qualifications:

• 5-10 years’ experience leading a remote inside sales team, with a strong track record of achieving and exceeding targets
• At least 5 years of experience selling successfully into the education market, with deep understanding of its unique customer dynamics in K12 Hardware Technology Resellers and Distributors
• Comfortability and confidence presenting to executive leaders and influencing strategic business decisions
• Excellent communication and presentation skills, capable of inspiring and connecting with diverse audiences
• Highly organized, skilled in territory mapping, pipeline reviews, and performance management discussions
• Strong data literacy, with experience analyzing reports
• Adept in different sales strategies and methodologies
• Familiar with Salesforce or similar CRM tools to track sales progress and streamline processes.
• Energetic road warrior, highly motivated to drive results in diverse markets
• Willingness and ability to travel up to 50% to engage with customers, partners, and team members in person

Competencies:

• A collaborative, results-driven mindset with a proven ability to meet and exceed revenue goals
• Demonstrated success in sales leadership, driving team performance and business growth
• Proactive execution of company priorities with strong ownership and accountability
• The ability to build and nurture relationships across teams, customers, and partners, both internally and externally
• Exceptional planning, analytical, and reporting skills, with a knack for turning data into actionable insights
• A keen eye for detail and outstanding organizational skills that ensure accuracy and consistency in every task

Success Indicators:

• Consistently meets quarterly and annual goals
• Grows year-over-year revenue across assigned states
• Expands footprint within top target districts
• Strong CRM accuracy and predictable forecasting
• Positive customer and partner feedback