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Director, Channel Management
1 month ago
Educational Testing Service - Director, Channel Management - Juneau, Alaska 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 who have 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 of the entire line and across ETS to ensure consistent one voice of ETS 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 or business partnerships. Represent ETS to institutional and government constituents. Influence and significantly contribute to RFP process. Actively work to ensure LROP margins are met. Actively work to ensure advantageous cashflow agreements. Develop and manage budgets for channel initiatives and promotional activities. Adhere to ethical standards and comply with the laws and regulations applicable to your job function. Qualifications Education: MBA, Ph.D. or Advanced Degree in Education, Education Measurement, or Product Content is preferred. Experience: 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, maintaining a market-focused approach to decision-making. Customer Focus: Anticipates and responds to customer needs, remaining sensitive while delivering services. Judgment: Analyzes and compares data and situations to make valid conclusions. Negotiation: Compromises cooperatively to achieve mutually satisfactory results. Formal Presentations: Prepares and delivers effective presentations tailored to the audience. Client Relationships: Develops and maintains beneficial client partnerships with positive attitudes and open communication. Communication: Excellent verbal, written and interpersonal communication skills. Product Knowledge: Understands company products and services and applies this knowledge to tasks. Facilitation: Expedites processes efficiently, particularly in meetings and product/service delivery involving others. Marketing Strategic Planning: Plans marketing objectives, resources, operations, and policies, incorporating market research, competitive analysis, product positioning, and promotion. ETS believes in a Total Rewards philosophy for our employees, including: Health, Vision, Dental insurance plans to choose from. Generous continuous learning support, including tuition reimbursement and online 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 are at the forefront of the ETS employee's daily work. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. 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. #J-18808-Ljbffr
