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General Manager Higher Ed to Workforce Partnerships

1 month ago

Princeton, United States Educational Testing Service (ETS) Full time
Job DescriptionJob Description

About ETS:

For more than 75 years, we have amplified products and services based rigorous research and our belief in the power of learning. Driven by our mission to advance quality and equity in education, ETS provides learning solutions, pioneering research and trusted assessments that help guide learners around the world on their path to new possibilities.

Our portfolio of trusted measures include TOEFL®, TOEIC®, GRE® and Praxis®. Along with research, development and innovation that explores new frontiers in learning and measurement our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions - all with the aim of creating a world where all learners can improve their lives through education.

With new senior leadership at the helm, ETS aims to continue changing the lives of all learners as we expand our organization's global footprint. Our goal is to remain at the forefront of assessment and measurement efficacy within the education and ed tech space as it continues to grow and evolve.

Position Summary:

The General Manager Higher Ed to Workforce Partnerships is a critical senior leadership role that owns the business development efforts & sales targets to build ETS's position in the Workskills area. The role is responsible for identifying and prioritizing opportunities for ETS to focus on, with an assumption that the initial focus will be on the Higher Ed to Workforce transition phase. This involves identifying key stakeholders in the ecosystem, including but not limited to higher ed partners, workforce development organizations, commercial organizations, and designing solutions that meet the needs of these varied stakeholders. This may include offering current workskills assessments and/or designing/developing new products either internally and/or with external partners. The role, in conjunction with market and customer insights performs market analysis, leads all activities related to generating sales, and directs ETS growth and expansion efforts in this area. The position reports directly to the Managing Director of K-16 Higher Ed & Workskills.

The General Manager Higher Ed to Workforce Partnerships works across business units, Functional Centers of Excellence and geographies to execute on the business development efforts and sales plan. The role will align all the inputs to the sales plan and strategy to drive topline revenue growth. Inputs to the plan include product, marketing, research, and the operations support structure (e.g., call center, creative services, marketing automation, etc.). They must deliver on the current must-win battles but also identify future revenue streams via new customer segments, products, and partnerships.

The General Manager Higher Ed to Workforce Partnerships needs to collaborate across the executive team, business units, and regional heads (where applicable) to develop, design, and execute on plan. They will require a deep understanding of the competitive context and insights to gain competitive advantages.

Responsibilities:

Collaborate with Managing Director, Higher Education and Workforce to build the strategy to drive sustaining revenue and ecosystem-driving partnerships within higher education and early career workforce segments, then lead execution of that strategy. Increase sales revenue and maximize profitability through the design and implementation of appropriate strategies for acquiring new customers and growing existing ones.

Develop annual sales plans, marketing plans, and initiatives in support of the company's strategy and growth objectives, while working both with individuals inside the Higher Education and Workforce division as well as matrixed individuals.

Work with product owners inside the Higher Education and Workforce division and across the organization, to devise the best way to bring products to market, ensuring the customer voice is at the forefront, determining feasibility, and defining a relevant sales strategy.

Analyze market opportunities, conduct competitive research (directly and/or guiding other individuals inside or outside ETS), and identify growth targets.

Implement and manage uniform sales standard operating procedures, pre-sales activities, policies and procedures, and best practices to be used consistently across the organization.

Analyze sales results and business metrics on a continual basis to help assess effectiveness, identify errors, develop standardized reporting to Managing Director, Higher Education and Workforce and senior management, and make business decisions and suitable changes in strategies to reach targets.

Implement operational changes and maintain strong relationships with key client stakeholders, while troubleshooting concerns.

Manage, evaluate, scale, and lead a team to market, close sales, supply on-going service, and manage risks.

Define team competencies, evaluate, and develop talent.

Adhere to ethical standards and comply with the laws and regulations applicable to the job function.

#LI-REMOTE

#LI-RK1



Education:

Required: At least five years of experience leading business development and/or sales activities, with at least three years of experience focused on higher education.

Preferred: An advanced degree in a business-related, analytics, and/or related field or equivalent combination of training and work experience.

Experience:

Experience in various models incl. B2B, B2G, B2B to C, and B2C Sales Models

Minimum of 10+ years of prior business development / sales experience, leading sales in a fast-paced and dynamic business environment

Experience selling solutions.

Experience in business buildings.

Proven expertise in sales strategy planning and execution, sales operations, account management, business planning, marketing, brand development, and sales support management.

Demonstrated financial acumen and a history of decision making based upon business metrics.

ETS believes in a Total Rewards philosophy for our employees, and they include:

  • Health, Vision, Dental insurance plans to choose from
  • Generous continuous learning support, from individual learning grants to up to 6 classes a year for tuition reimbursement as well as on-line learning access
  • Generous PTO and vacation time to balance your work and life
  • Additional 8 hours of PTO for volunteer work
  • Retirement plan (401(a)) and traditional Roth (403b) with company contribution
  • Commuter Benefits, Pet Insurance, 1 year subscription to Calm App

ETS is mission driven and action oriented

  • Diversity, equity, inclusion, and belonging is at the forefront of the ETS employee's daily work. To further foster an inclusive environment ETS is home to a wide variety of Affinity groups that celebrate the diversity of our talented employees.
  • How about cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders? ETS offers multiple Business Resource Groups (BRG) for you
  • Are you passionate about volunteering and being active in your career and community? ETS offers our Center for Advocacy & Philanthropy (CAAP) where we encourage ETS employees to become active volunteers in their communities and schools through the ETS Cares Giving Campaign. Our employees can support any 501c3 or eligible charity of their choice.

ETS is an Equal Opportunity Employer comprised of people with different experiences, strengths, and backgrounds who share a passion for advancing quality and equity in education. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. The Talent Acquisition team strives to ensure candidates enjoy a fair and equitable hiring process. We believe our differences empower us to be a better team, making better decisions and delivering better results.