Partner Development Executive (Higher Education Research Sales)

EAB•Washington, DC

7d•Hybrid

About The Position

Partner Development Executives at EAB are responsible for establishing relationships with key decision makers within education institutions. They are persuasive leaders with a knack for teaching and explaining concepts – people who are comfortable listening to our partners (i.e., clients) and then mapping their problems to our services and solutions. As our ambassadors and connectors, Partner Development Executives are pivotal to the growth of our firm. As a Partner Development Executive, you will be responsible for generating leads and managing the sales process in order to convert new partners within our 4-year higher education research and advisory services space. We are seeking sales professionals who have a strong record of success achieving and exceeding sales goals within a team-selling environment. When you work at EAB in Partner Development, you’ll be making a difference toward fulfilling our mission of making education smarter and our communities stronger. Our people care about doing their best, and our collaborative environment is energizing and rewarding. You’ll be part of a work environment where your voice counts and even small ideas can lead to big opportunities. This position is listed as Partner Development Executive for posting purposes; the official title of this hire is expected to be Director, Partner Development or Senior Director, Partner Development (candidates are being considered across all levels) to align with EAB business norms. Partner Development Executives may be based in Washington, D.C.; Richmond, VA; or remotely within the continental United States.

Requirements

Bachelor’s Degree from an accredited college/university
Proven track record of success exceeding personal revenue targets in 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 25-50%
Valid driver’s license
6-8+ years of professional experience in at least three of the following: Higher education sector, Delivering client presentations and facilitating discussions, Sales or Account Management, Teaching and/or breaking down complex or abstract ideas into simpler concepts, Partner management

Nice To Haves

8-10+ years of relevant full-time professional experience
Experience selling consultative, information-based, or technology-driven services, preferably in the education sector
Experience working within a higher education setting, or deep understanding of the processes, difficulties, and opportunities within higher education
Desire to achieve success in a sales environment and sell prospects on the current and future value proposition of a product or service
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
Demonstrated creativity and initiative when it comes to problem solving and/or project ownership
Resilience and comfort with ambiguity ability to be flexible and adaptable in a changing environment
Ability to indirectly manage a Sales Associate to goal, coach and provide constructive formal and informal feedback
Receptive to feedback, coaching and constructive criticism; ability to learn from mistakes
Proven experience managing multiple priorities, strong prioritization and organizational skills
Excellent writing, critical thinking and negotiation skills, and familiarity with formal and informal RFP procedures
Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration.

Responsibilities

Prospect and build new business within an assigned territory of education institutions; acquire new partners successfully and negotiate to expand services for existing partners
Build relationships by meeting with senior executives at prospect organizations to discuss their strategic challenges and opportunities, present best practice solutions and effectively sell the vision of EAB’s capabilities
Conduct live presentations, including diagnostic evaluations, to understand prospective partner needs and educate key stakeholders on the value of EAB products and services
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 Research revenue within an assigned portfolio of higher education institutions
Maintain up-to-date knowledge of competitors
Provide insights from partner development visits to inform future initiatives and new product development inquiries
Indirectly manage Sales Associate to goals, providing formal feedback and guidance on professional development

Benefits

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
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