Managing Director, Partner Development Manager

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.

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Managing Director, Partner Development Manager

The Managing 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 Senior 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.

• Product Revenue Management: The Managing 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.

• Bachelor’s Degree from an accredited college/University
• Must possess a minimum of 10-12+ 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.

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.