Director of Strategic Partnerships

5 days ago

Richmond, Virginia, United States EAB Full time
About EAB

EAB is a leading provider of data-driven insights and best-in-class capabilities to educational institutions. Our mission is to make education smarter and our communities stronger. We work with over 2,800 institutions to drive transformative change through our research, technology, and solutions.

The Role

We are seeking a Director, Partner Development to join our team. This role will be responsible for establishing new partnerships for our first Research offering specifically designed for Chief Human Resources Officers (CHROs). You will inflect go-to-market strategy and be responsible for business development as part of the launch and scaling of this comprehensive and consultative membership-based best-practice Research solution.

Key Responsibilities
  • Prospect and build new business within an assigned territory of companies and organizations
  • Build relationships by meeting with leaders (including CHROs) to discuss their strategic challenges and opportunities, present best practice solutions, and effectively sell the vision of our new CHRO solution
  • Conduct live presentations, including diagnostic evaluations and technical demonstrations, to understand prospective partner needs and educate key stakeholders on the value of our new CHRO offering
  • 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 prospect organizations
  • Maintain up-to-date knowledge of competitors
  • Provide insights from partner development visits to inform future initiatives and new product development inquiries across the business
  • Indirectly manage Sales Associate to goals, providing formal feedback and guidance on professional development
Requirements
  • Bachelor's Degree from an accredited college/university
  • Proven track record of success exceeding personal revenue quotas or individual sales closing targets in consultative business development roles
  • Experience representing complex products or services to external partners in a trusted, consultative capacity
  • Ability to negotiate and excellent persuasion skills
  • Willingness to travel domestically at least 25-60%
  • Valid driver's license
  • Must possess experience in at least three of the following: sales or account management, delivering prospect or client presentations and facilitating diagnostic discussions, representing a new product through a launch, working within or selling into the corporate sector, working within or selling into the HR function
Preferred Qualifications
  • 6-8+ years of relevant full-time professional experience
  • Understanding of the issues and opportunities facing corporate CHROs underpinned by experience working within, managing relationships with, or partnering with a Talent Management or Human Resources function
  • Comfort with creative lead generation and new business acquisition strategies
  • Desire to achieve success in a sales environment and sell prospects on the current and future value proposition of a new product or service with high potential for impact and growth
  • Engaging and memorable presentation style; demonstrated ability to build rapport and credibility quickly with an executive-level audience
  • Demonstrated ability to listen and diagnose a problem and map a solution in the moment
  • 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
  • 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
Compensation

The anticipated starting salary range for this role is $69,000 - $105,000 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, including, without limitation, 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/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.

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