Job Abstract

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,500 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 five major areas: enrollment, student success, institutional strategy, data & analytics, and diversity, equity, and inclusion (DE&I). 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 (Advancement Marketing Services)

The Senior Director will serve in a player/coach role within Partner Development and will be responsible for managing a small team of Partner Development Executives against new business revenue goals for EAB’s Advancement Marketing Services.  Following an initial onboarding period, the Senior Director will assume responsibility for achieving revenue targets, including a personal prospect territory and direct role in developing new business.  The Senior Director will implement effective strategies to grow revenue for EAB’s Advancement offerings, and will manage team members and themselves against metrics in order to achieve results.

This position may be based in Washington, DC; Richmond, VA; or remote within the continental United States.

Primary Responsibilities:

Team Management

• Product Revenue Management:  The Senior Director will be responsible for new business development for the Advancement Marketing Services business.
• Personal Revenue Impact:  Build and maintain effective relationships with key partners through individual revenue contribution. Leadership involvement and personal revenue results are essential to building credibility in this role.
• People and Team Leadership:  Build and manage a highly motivated, engaged and effective Partner Development team.  The Senior Director will facilitate talent attraction, identification and selection, coaching and retention.  This hire will develop and lead sales training to improve skill sets, add capabilities and strengthen effectiveness of each team member.
• Strategic Sales Process Management:  Define and optimize a high-functioning sales management process for all team members – including visit planning, execution, ROI assessment, follow up and closing. The Senior Director will involve themself in a personal, hands-on way to ensure team’s 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.  The Senior Director will work closely with product delivery and marketing leaders on collateral creation and innovative marketing efforts (e.g., conferences, trade shows, etc.).
• Revenue Reporting:  Responsible for reporting upward on projected revenue as well as team results and engaging leadership in creative solutions for driving maximum revenue.
• This individual will effectively partner with the rest of the commercial management team and be a key contributor to help lead the business to the next levels of growth and profitability.

Individual Territory Ownership

• Prospect and build new business within an assigned territory; acquire new partners successfully and negotiate to expand services for existing partners
• Build relationships by meeting with leaders to discuss their strategic and communication difficulties, present best practice solutions and effectively sell the vision of EAB’s capabilities
• Conduct live presentations, including consultations, assessments, and demonstrations, to evaluate needs and educate prospective partners on our services
• Meet annual revenue goals through management of a sales pipeline with pursuits in various stages of the evaluation process
• Work with other sales, marketing and delivery team members to drive increased revenue within an assigned portfolio of institutions
• Maintain up-to-date knowledge of competitors
• Provide insights from partner development visits to inform future initiatives and new product development inquiries

Basic Qualifications:

• Bachelor’s Degree from an accredited college/university
• 8+ years of relevant full-time professional experience
• Proven Sales or Account Management experience, with significant experience closing new business and demonstrating successful ownership over a personal revenue target
• Proven ability to meet and exceed commercial goals
• Ability to negotiate and persuasion skills
• Willingness to travel domestically at least 30%
• Valid driver’s license
• Must also possess at least two of these three:
• Track record of successful ownership over a business development revenue target, both personal and team-based
• Relevant education sector experience
• Experience representing and overseeing the new sales of consultative B2B products or services

Ideal Qualifications:

• 10+ years of relevant full-time professional experience
• Experience in a Business-to-Business Sales and/or Account Management team leadership role
• Ability to manage a sales team to goal, coach and provide constructive formal and informal feedback
• Ability to conduct executive level presentations and facilitate group discussions
• Solution-based sales experience with an emphasis on vision selling
• Experience selling consultative, information-based, marketing or fundraising support services, preferably in the education sector
• Experience working within a college or university setting, or deep understanding of the processes, difficulties, and opportunities within education
• Subject matter expertise in institutional development or advancement and related marketing processes
• Desire to achieve success in a sales environment and sell prospects on the current and future value proposition of a product or service
• Proven track record of success in achieving revenue quota and sales targets
• Demonstrated ability to listen and diagnose a problem and map a solution in the moment
• Demonstrated creativity and initiative when it comes to problem solving and/or project ownership
• Resilience and comfort with ambiguity; ability to be flexible and adaptable in a changing environment
• Receptive to feedback, coaching and constructive criticism; ability to learn from mistakes
• Proven experience managing multiple priorities, strong prioritization and organizational skills
• Excellent writing, critical thinking and negotiation skills, and familiarity with formal and informal RFP procedures
• Commitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB’s DE&I Promise

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to submit an application if this is a role you would be passionate about doing every day.

Compensation:

The anticipated starting salary (base) range for this role is $95,000 - $140,000 per year. Actual salary varies 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 salary range for their role.

This hire will additionally be eligible for lucrative uncapped incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.

Benefits:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package.

• Medical, dental, and vision insurance; dependents and domestic partners eligible
• 401(k) retirement plan with company match
• 20+ days of PTO annually, in addition to paid firm holidays
• Daytime leave policy for community service or fitness activities (up to 10 hours a month each)
• Paid parental leave for birthing and non-birthing parents
• Phase Back to Work program for employees returning from parental leave
• Infertility treatment coverage and adoption or surrogacy assistance
• Wellness programs including gym discounts and incentives to promote healthy living
• Dynamic growth opportunities with merit-based promotion philosophy
• Benefits kick in day one, see the full details here.

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.