Position: Senior Director of Partner Accounts, West

Location: Remote

Who We Are

NWEA® is a division of HMH that supports students and educators through research, assessment solutions, policy and advocacy services, professional learning and school improvement services that fight for equity, drive classroom impact and push for systemic change in our educational communities. For nearly 50 years, NWEA has developed innovative pre-K–12 assessments, including their flagship interim assessment, MAP® Growth™ and their reading fluency and comprehension assessment, MAP® Reading Fluency™.

Position Summary

Reporting to the Vice President of Partner Accounts, the Director of Partner Accounts plays a pivotal role at NWEA, managing the revenue-generating sales team. This role involves overseeing a team of Partner Account Managers and Account Executives Representatives. The Director provides strategic leadership, drives revenue growth, provides coaching, and ensures the team exceeds goals. This role focuses on sales activities to drive customer acquisition, retention, and growth. The Director is an integral part of the Extended Leadership Team, contributing to team and department-wide initiatives and goals.

What you’ll do:

Develop account sales strategies based on partner requirements for long-term relationships
Lead and motivate the team to exceed sales objectives and revenue goals
Collaborate with Partner Accounts Leadership to achieve organizational goals
Coach and develop the regional team to ensure they execute effectively
Drive the use of Salesforce.com and other consultative sales methodologies
Provide input to maximize lead generation and market intelligence
Understand school district and other LEA buying practices, funding sources, and decision makers
Strengthen sales processes with best practices, coaching and accountability metrics
Ensure all team members have the resources, training, and information they need
Understand district/LEA product, culture and service needs
Implement strategies for Partner retention, engagement, satisfaction, and growth
Drive strategies for the acquisition of new Partners, focusing on Tier I districts in the Western USA inclusive of multiple time zones
Drive product and sales messaging focused on value and Partner needs
Lead planning and coaching sessions to achieve sales and mission goals
Identify and facilitate training to meet goals and organizational requirements
Accurate forecasting and team pipeline management
Identify and mitigate risks
Set and manage development, sales, and personal goals for team members
Drive the adoption of Salesforce CRM and Consultative Strategic Selling supportive training (determined by organization)
Manage the team through new product launches and occurrences with current products and services
Manage staff: recruit, coach, motivate, develop, evaluate, and communicate
Understand and build successful licensing models, partnerships, pricing models, etc.
Assess market policy, needs, trends, and competitors
Build successful programs around Partner Retention, expansion, and enrollment planning
Travel up to 50% via car or air domestically

What you’ll need:

Ability to implement activities that achieve the mission: Partnering to help all kids learn
Experience in school districts or organizations supporting educational entities
Passion for education, children, and the mission
Ability to lead, build, and retain a high-performing sales team
Ability to work in diverse educational settings
Strong negotiation skills
Ability to work independently and motivate others
Exceptional skills in developing and maintaining supportive relationships
Effective time management and prioritization
Coaching and Process improvement skills
Problem-solving ability
Adaptability in a rapidly changing organization

Education and Experience

Bachelor’s degree required
Advanced coursework in business and/or education
Minimum of 5-7 years of sales experience
Minimum of 4-6 years of Sales Management and Leadership experience

Salary Range: $130K-$140K+ organization defined additional compensation via quota plan

Our culture & benefits: https://careers.hmhco.com/culture_benefits

Application Deadline:

The application window for this position is anticipated to close on 8/13/24. We encourage you to apply as soon as possible. The posting may be available past this date but is not guarantee

Houghton Mifflin Harcourt (HMH) is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.

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Senior Director of Partner Accounts, West