Job Information
EAB Senior Director, Partner Development (Appily Advance) in Richmond, Virginia
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 (Appily Advance)
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 Appily Advance offerings that provide graduate and adult-serving institutions with innovative lead generation solutions to support enrollment and program growth. 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 Appily Advance, 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 Appily Advance 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 25%
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, technology-based, enrollment-related, or marketing support services, preferably in the higher 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 graduate, healthcare, or degree-completion oriented enrollment 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
Demonstrated ability to listen, 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. 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
Gender affirming care coverage
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.