Senior Director, Strategic Partnerships

4 weeks ago

Washington, United States EAB Full time
About EAB

EAB is a leading education technology company that helps institutions drive transformative change through data-driven insights and best-in-class capabilities. Our mission is to make education smarter and our communities stronger.

Seramount, part of EAB, is a strategic business dedicated to advancing diversity, equity, and inclusion (DEI) in the workplace. We serve forward-thinking organizations with integrated tools that provide a strategic and holistic map for setting new standards for workplace culture.

We excel in serving as our members' go-to partner in developing and progressing their diversity and inclusion strategies. Our business is in growth mode and offers the right person the opportunity to be a part of a diverse, dynamic, creative, and highly skilled team partnering with leading companies to advance more inclusive corporate cultures.

At EAB and Seramount, we serve not only our partner institutions and organizations but each other. That's why we are always working to make sure our employees love their jobs and are invested in their communities.

The Role in Brief

The Managing Director is responsible for directing, developing, and maintaining relationships with companies or organizations that are active partners of Seramount's products. The goal is to drive utilization and impact, and secure the renewal and upsell of Seramount's Events, Benchmarking, and CDO Collaborative.

The Managing Director will play a critical role in crafting strategy on how to best serve this constituency and support our relationships with executives (CDO, CHRO, etc.) and teams at each partner institution.

Key Responsibilities
  • Revenue & Pipeline Management:
    • Responsible for renewal pool of assigned Relationship Directors on an annual basis, including understanding partner decision processes and budgeting, oversight for renewal KPIs, revenue projections, pacing, and goal attainment
    • Generate ideas for how to increase our renewal rate performance beyond the current goals
    • Manage assigned Relationship Directors against Salesforce and other data tracking and reporting, ensuring high quality and timely compliance
    • Work with RET Leadership to contribute to forecasting process across renewals and upsell
  • Skilled Negotiation:
    • Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill team in this area
  • Partner Knowledge & Engagement:
    • Lead virtual and/or in-person meetings with partner executives on issues related to partner KPIs, utilization, impact, and relationship health; conduct consultative one-on-one presentations to educate partners on our services, acting as an escalation point for the team
    • Manage assigned Relationship Directors against developing a deep knowledge of partner priorities at the company level as well as by partnership program
    • Help assigned Relationship Directors review and understand partner strategic plan and map Seramount offerings
    • Understand partner internal politics and key influencers
    • Support Relationship Directors in providing partners with a unique perspective on improving their business; could mean challenging partner assumptions
  • Market Intelligence:
    • Monitor and communicate partner and market interests and trends across programs to Sales, Product, Advisory, and Growth Strategy teams on a regular and ongoing basis
  • Industry and Content Knowledge:
    • Develop deep understanding of industry and segment issues and challenges
    • Develops deep knowledge of major players in corporate DEI industry
    • Develops strong knowledge of Seramount offerings (across DBP, Consulting, Events, Benchmarking, Research, Learning etc.)
    • Increases knowledge of diversity, equity and inclusion by attending member conferences/events, reading research reports and participating in advisory/consulting calls with clients
    • Serves as the voice of the market, sharing learnings to inform product and services
    • Serves as the voice of the member back to other internal key stakeholders
    • Shares member intelligence with key internal stakeholders to foster a more collaborative and connected service approach
    • Use consultative selling skills to determine the needs of our clients and how we can best help them meet their objectives; may mean challenging member assumptions
    • Collects, reviews and understands member strategic plan, deep knowledge of priorities at organizational level
    • Works with Seramount Relationship Expansion Team Leadership to strategize high-level risk partners and develop go-forward plans
  • Leadership & Management:
    • Manage assigned Relationship Directors, driving excellence in service and impact delivery, and renewal/commercial outcomes
    • Work with Seramount Relationship Expansion Team Leadership to support broader team on renewal & service process, strategy & execution, including pipeline management, diagnostic and renewal call acquisition strategy, call preparation and scenario planning, renewal and contract strategy development and execution, negotiations, product/content knowledge, service mapping and impact interaction planning, identifying and documenting impact stories, and other ongoing skill development

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