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Director, Channel Management

1 month ago

Lincoln, United States Educational Testing Service Full time

Educational Testing Service - Director, Channel Management - Lincoln, Nebraska For more than 75 years, we have amplified products and services based on 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. The Director, Channel Management directs the work of individuals and teams with Channel Management accountabilities and has responsibility for client relations across an entire market/regional segment or large client with several contracts. This role is responsible for a significant piece of ETS’ Long Range Operating Plans (LROP) strategy. Additionally, the incumbent directs the activities of an entire function or multiple functions through other managers and senior professionals and interprets strategy for organizational execution. Responsibilities Client Relationship Management Create, interpret, and execute Strategic Vision for client relationships. Direct activities across ETS to ensure a consistent voice to the client. Coach ETS matrix team to ensure a clear set of client expectations regarding contract scope, schedules, and deliverables. Nurture and maintain strong relationships with existing channel partners, providing necessary support and resources to maximize their performance. Contract Management/Change Requests Accountable for managing contract negotiations and agreements with support from General Counsel and Finance as needed. Ensure contracts stipulate on-time payments of receivables. Set and achieve sales targets and KPIs for the channel, monitoring performance and making data-driven decisions to improve results. Manage and organize TOEFL presence at partner conferences and events in the region. Business Development Maintain, cultivate, and grow client/market relationships and business partnerships. Represent ETS to institutional and government constituents. Influence and significantly contribute to the RFP process. Actively work to ensure LROP margins are met. Develop and manage budgets for channel initiatives and promotional activities. Qualifications MBA, Ph.D., or Advanced Degree in Education, Education Measurement, or Product Content is preferred. 7+ years working in client/constituent organization. Experience in Account Management in Publishing, Education-related fields, Sales & Marketing, Business Development. Skills Business Acumen: Understands profitability drivers and business interrelationships. Customer Focus: Anticipates and responds to customer needs. Judgment: Analyzes and compares data and situations to make valid conclusions. Negotiation: Compromises cooperatively to achieve mutually satisfactory results. Communication: Excellent verbal, written, and interpersonal communication skills. ETS believes in a Total Rewards philosophy for our employees, which includes: Health, Vision, Dental insurance plans to choose from. Generous continuous learning support, including tuition reimbursement. Generous PTO and vacation time to balance work and life. Retirement plan (401(a)) and traditional Roth (403b) with company contribution. ETS is mission-driven and action-oriented. Diversity, equity, inclusion, and belonging are at the forefront of the ETS employee's daily work. We strive 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. #J-18808-Ljbffr