Senior Director, Partner Development Manager at EAB

Job description

About EAB At EAB , our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve. At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards . For more information, visit our Careers page. The Role in Brief: Senior Director, Partner Development Manager The Senior Director, Partner Development Manager is responsible for managing a team of individuals against a revenue goal for new and/or existing products in our Higher Education suite. Following an initial onboarding period, the incumbent will assume responsibility for achieving revenue targets, including a direct role in developing new business. Having familiarized themselves with EAB’s diverse line of offerings in the relevant product and/or service areas, this person will implement effective strategies to grow revenue and manage team members and themselves against metrics in order to achieve results. This role is also posted as Managing Director, Partner Development Manager; candidates are being considered across both levels for the one opportunity. This position is ideally located in Washington, D.C. or Richmond, VA. Primary Responsibilities: • Product Revenue Management: The Senior Director will be responsible for new business development for a complex line of business. • People and Team Leadership: Build and manage a highly motivated, engaged and effective Partner Development Team which includes business developers and support staff. The leader will be skilled at talent attraction, identification and selection, coaching and retention. They will develop and lead sales training to improve skill sets, add capabilities and strengthen effectiveness of each team member. • Strategic Sales Process Management: Establish a high-functioning sales management process for all team members including visit planning, execution, ROI assessment, follow up and closing. The leader will involve themselves in a personal, hands-on way to ensure teams success including playing a sales support role in meetings as-needed. • Marketing and Revenue Strategy: Establish optimal sales strategy and process for the product line, including individual product sales, bundled sales and upsells. They will work closely with product delivery and marketing leaders on collateral creation and innovative marketing efforts (e.g., conferences, trade shows, etc.). • Market Knowledge: Build and maintain expertise in key industry issues across Higher Ed. Develop a deep understanding of key industry issues and how EAB’s offerings help partners set and execute their strategy. Play a lead role in communicating market intelligence and trends back to other internal key stakeholders. • Revenue Reporting: Responsible for reporting upward on projected revenue as well as team results and engaging Firm executive leadership in creative solutions for driving maximum revenue. This individual will effectively partner with the rest of the senior management team and be a key contributor to help lead the business to the next levels of growth and profitability. Basic Qualifications: • Bachelor’s Degree from an accredited college/University • Must possess a minimum of 8-10+ years of Sales or Account Management experience, with proven experience of team management • Track record of successful sales/ownership over a revenue target, both personal and team based • Relevant education industry experience • Proven ability to meet and exceed goals • Ability to conduct presentations and facilitate group discussions • Proven negotiation and persuasion skills • Willingness to travel domestically at least 10% • Valid U.S. Driver’s License Ideal Qualifications: • Ability to conduct executive level presentations and facilitate group discussions • Solution-based sales experience with an emphasis on value selling • Ability to demonstrate and communicate the ROI of a membership/product • Deep understanding of EAB and its products, business model, commercial strategy, and market • Experience managing others and providing formal/informal feedback • Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day. Compensation: The compensation package for this role includes a starting salary (base) range of $125,000 - $165,500 per year plus eligibility for variable compensation. The anticipated total earnings are $200,000 - $270,500 at or above target levels of performance against commercial goals in a full and typical fiscal year. Actual salary and on-target earnings vary due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting range for their role. Benefits: Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include: • Medical, dental, and vision insurance plans; dependents and domestic partners eligible • 20+ days of PTO annually, in addition to paid firm and floating holidays • Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each) • 401(k) retirement savings plan with annual discretionary company matching contribution • Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans • Employee assistance program with counseling services and resources available to all employees and immediate family • Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation • Fertility treatment coverage and adoption or surrogacy assistance • Paid parental leave with phase back to work program for birthing and non-birthing parents • Access to milk shipping service to support nursing employees during business travel • Discounted pet health insurance coverage for dog and cat family members • Company-provided life, AD&D, and disability insurance • Financial wellness resources and membership in a robust employee discount program • Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities Benefits kick in day one; learn more at eab.com/careers/benefits . This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future. At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard. To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

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Must-haves

Senior Director, Partner Development Manager
This role is also posted as Managing Director, Partner Development Manager; candidates are being considered across both levels for the one opportunity.
Product Revenue Management: The Senior Director will be responsible for new business development for a complex line of business.
Bachelor’s Degree from an accredited college/University
Must possess a minimum of 8-10+ years of Sales or Account Management experience, with proven experience of team management
Track record of successful sales/ownership over a revenue target, both personal and team based
Relevant education industry experience
Proven ability to meet and exceed goals
Ability to conduct presentations and facilitate group discussions
Proven negotiation and persuasion skills
Willingness to travel domestically at least 10%
Valid U.S. Driver’s License
Ability to conduct executive level presentations and facilitate group discussions
Solution-based sales experience with an emphasis on value selling
Ability to demonstrate and communicate the ROI of a membership/product
Deep understanding of EAB and its products, business model, commercial strategy, and market
Experience managing others and providing formal/informal feedback
Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration.

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