Regional Manager

Responsibilities:

Build and own new-business pipeline in the region (primary)

• Build the regional target list from the ideal customer profile: automotive OEMs and suppliers, industrial and off-highway equipment makers, and Northeast aerospace and defense suppliers with CAD, PLM and emerging-tech (EV, SDV, AI, embedded, cybersecurity) reskilling needs, starting with look-alikes of our most successful accounts and the corporate buyers already purchasing individual licenses in the region.
• Prospect from cold: calls, email sequences, LinkedIn and Sales Navigator outreach, referrals and events.
• Maintain pipeline coverage of at least 3x the annual new-business target, with every opportunity staged honestly in Salesforce and carrying a next step and date.
• Qualify opportunities against a shared discovery checklist: training need, decision maker, budget, timing and competing options.
• Convert corporate groups already buying individual licenses in the region into company agreements; the current list includes multiple tier-1 automotive suppliers with several engineers each.

Run the sale

• Lead discovery meetings, sales presentations and product demonstrations customized to the prospect’s teams and tools.
• Build the business case with the buyer: seats, content, pricing at list, and the value of the reskilling outcome.
• Negotiate and close contracts within approved pricing and terms; escalate exceptions to the Head of Sales.
• Hand each closed account to Account Management with a written handoff: contacts, what was sold, what was promised, and the expansion path.

Work the region

• Travel in region for on-site meetings, lunch-and-learns and customer events; expect roughly 30–40% travel.
• Represent iGETIT at regional trade shows and boutique events, with pre-booked meetings as the measure of whether an event is worth attending.
• Work with the Tata Technologies Services team in the region to get iGETIT on their customer agendas and co-sell where accounts overlap.
• Support reseller partners in the region on joint opportunities when asked, without competing with them on registered deals.
• Use the Detroit office as a base for customer lunch-and-learns, demos and joint sessions with the Services team.

Contribute to the growth engine

• Feed what you learn from prospects (objections, competitors, pricing, content gaps) back to the Head of Sales, Marketing and Product.
• Help build and refine the new-business playbook: messaging, sequences, demo scripts and proposal templates.
• Record activity (calls, meetings, demos, proposals) so the team can see what converts.

Skills and experience

Required

• 7-10+ years of B2B new-business sales to automotive, industrial or engineering accounts, with a track record of hitting quota from self-generated pipeline.
• Comfortable selling software, training or subscription products to Cxx, engineering, L&D and operations leadership.
• Strong discovery, presentation and demonstration skills; can run a meeting with a VP of Engineering without a script.
• Disciplined Salesforce user; forecasts accurately and keeps records current without being asked.
• Based in the Detroit metro area, with a willingness to travel.

Preferred

• Familiarity with CAD and PLM tools (Siemens NX, Teamcenter, CATIA, SolidWorks) or engineering workforce training.
• Experience selling alongside a services organization or through channel partners.
• Existing relationships with automotive OEMs or tier suppliers in Michigan, Ohio or Indiana.
• Experience selling into Ontario and Quebec.

How this role fits the team

• One of three Regional Managers (Great Lakes & Northeast; South, Southeast & Mexico; West), all reporting to the Head of Sales, North America, alongside the Director, Account Management.
• Owns new logos only. Renewals and expansion of closed accounts transfer to Account Management at close; the Regional Manager is credited for the first-year contract.
• Works with the Marketing lead on regional campaigns and events, and with the Channel & Sales Operations Specialist on quoting, contracts and order processing.
• Compensation is a base salary plus a new-business incentive plan, documented separately.