Position: Senior Director of Partner Accounts, West
Location: Remote
Who We Are
NWEA® is a division of HMH that supports students and educators through research, assessment solutions, policy and advocacy services, professional learning and school improvement services that fight for equity, drive classroom impact and push for systemic change in our educational communities. For nearly 50 years, NWEA has developed innovative pre-K–12 assessments, including their flagship interim assessment, MAP® Growth™ and their reading fluency and comprehension assessment, MAP® Reading Fluency™.
Position Summary
Reporting to the Vice President of Partner Accounts, the Director of Partner Accounts plays a pivotal role at NWEA, managing the revenue-generating sales team. This role involves overseeing a team of Partner Account Managers and Account Executives Representatives. The Director provides strategic leadership, drives revenue growth, provides coaching, and ensures the team exceeds goals. This role focuses on sales activities to drive customer acquisition, retention, and growth. The Director is an integral part of the Extended Leadership Team, contributing to team and department-wide initiatives and goals.
What you’ll do:
- Develop account sales strategies based on partner requirements for long-term relationships
- Lead and motivate the team to exceed sales objectives and revenue goals
- Collaborate with Partner Accounts Leadership to achieve organizational goals
- Coach and develop the regional team to ensure they execute effectively
- Drive the use of Salesforce.com and other consultative sales methodologies
- Provide input to maximize lead generation and market intelligence
- Understand school district and other LEA buying practices, funding sources, and decision makers
- Strengthen sales processes with best practices, coaching and accountability metrics
- Ensure all team members have the resources, training, and information they need
- Understand district/LEA product, culture and service needs
- Implement strategies for Partner retention, engagement, satisfaction, and growth
- Drive strategies for the acquisition of new Partners, focusing on Tier I districts in the Western USA inclusive of multiple time zones
- Drive product and sales messaging focused on value and Partner needs
- Lead planning and coaching sessions to achieve sales and mission goals
- Identify and facilitate training to meet goals and organizational requirements
- Accurate forecasting and team pipeline management
- Identify and mitigate risks
- Set and manage development, sales, and personal goals for team members
- Drive the adoption of Salesforce CRM and Consultative Strategic Selling supportive training (determined by organization)
- Manage the team through new product launches and occurrences with current products and services
- Manage staff: recruit, coach, motivate, develop, evaluate, and communicate
- Understand and build successful licensing models, partnerships, pricing models, etc.
- Assess market policy, needs, trends, and competitors
- Build successful programs around Partner Retention, expansion, and enrollment planning
- Travel up to 50% via car or air domestically
What you’ll need:
- Ability to implement activities that achieve the mission: Partnering to help all kids learn
- Experience in school districts or organizations supporting educational entities
- Passion for education, children, and the mission
- Ability to lead, build, and retain a high-performing sales team
- Ability to work in diverse educational settings
- Strong negotiation skills
- Ability to work independently and motivate others
- Exceptional skills in developing and maintaining supportive relationships
- Effective time management and prioritization
- Coaching and Process improvement skills
- Problem-solving ability
- Adaptability in a rapidly changing organization
Education and Experience
- Bachelor’s degree required
- Advanced coursework in business and/or education
- Minimum of 5-7 years of sales experience
- Minimum of 4-6 years of Sales Management and Leadership experience
Salary Range: $130K-$140K+ organization defined additional compensation via quota plan
Our culture & benefits: https://careers.hmhco.com/culture_benefits
Application Deadline:
The application window for this position is anticipated to close on 11/8/24. We encourage you to apply as soon as possible. The posting may be available past this date but is not guarantee
Houghton Mifflin Harcourt (HMH) is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.
