Strategic Relationship Manager - US West

HarperCollins Publishers•Brighton, CO

1d•$126,000 - $150,000•Remote

About The Position

Harvard Business Publishing (HBP) is a leading destination for innovative management thinking, reaching lifelong learners to improve the practice of management. The Harvard Business Impact (HBI) division, a subsidiary of Harvard University, is dedicated to improving the practice of management by serving educators, students, and professionals worldwide. HBI provides high-quality content and learning solutions, including cases, simulations, articles, online courses, and AI-enabled learning tools, to support active, experiential, and skills-based learning in higher education. The Higher Education division partners with institutions globally, supporting faculty and program leaders through training, curriculum design resources, and digital delivery platforms. This role is for a Strategic Relationship Manager (SRM) for the US West region, focused on driving growth, strengthening institutional partnerships, and expanding the adoption of HBI solutions. The SRM will partner with the Regional Director and cross-functional teams to execute territory strategy, deepen engagement at key accounts, and identify new opportunities across various educational programs.

Requirements

5+ years of success in strategic account management, business development, consultative sales, customer success, or relationship management, ideally within Higher Education, EdTech, academic publishing, SaaS, or a related industry.
Proven ability to grow and retain accounts by building trusted relationships with a broad range of stakeholders, including senior leaders, faculty, program directors, administrators, and other decision-makers.
Demonstrated success managing a geographic territory, developing account strategies, identifying growth opportunities, and achieving revenue or adoption goals.
Strong consultative selling skills with the ability to understand customer needs, influence decision-making, and recommend tailored solutions that drive value.
Excellent communication, presentation, facilitation, and relationship-building skills, with confidence engaging both virtually and in person.
Experience leveraging CRM platforms such as Salesforce and data insights to guide account planning, measure success, and identify opportunities for growth.
Strong business acumen, problem-solving, and negotiation skills, with the ability to navigate complex organizations and multi-stakeholder decision-making environments.
Self-motivated and highly organized, with the ability to work independently while effectively collaborating across cross-functional teams.

Nice To Haves

Passion for higher education, teaching and learning, and helping institutions achieve their strategic, academic, and learner success goals.
Proven consultative selling, account expansion, and upselling experience, with a track record of driving adoption, growth, and long-term customer relationships.
Experience building relationships with faculty, academic leaders, and institutional stakeholders, while successfully managing a large, multi-state territory and developing strategies to grow complex accounts.
Field-based experience, including regularly meeting customers both in person and virtually, with the ability and willingness to travel up to 50% during the academic year throughout the US West region.

Responsibilities

Own a regional portfolio of higher education institutions, responsible for revenue growth, adoption, and retention.
Build and maintain multi-level relationships with deans, directors, program managers, faculty, librarians, and administrators.
Serve as a trusted advisor by understanding curriculum needs, pedagogy trends, and institutional priorities.
Lead virtual and in-person engagements with individual faculty and program leaders, including course planning discussions, product demos, and faculty development sessions.
Maintain consistent account visits to strengthen relationships, drive adoption, and identify new opportunities.
Manage multiple revenue channels within accounts, including institutional and student-pay programs, to maximize engagement and growth.
Execute the regional go-to-market strategy in partnership with the Regional Director.
Identify emerging opportunities within accounts, including AI-enabled solutions, and propose tailored approaches that meet evolving institutional and program needs.
Negotiate annual and multi-year agreements to strengthen enterprise partnerships.
Partner with Inside Sales to run targeted outreach campaigns to engage educators at high-potential accounts.
Collaborate with Customer Success, Digital Product Specialists, Marketing, and Operations to deliver a consistent customer experience.
Represent the voice of the customer internally to inform product enhancements, identify trends, and help shape go-to-market strategy.
Use CRM and analytics tools (Salesforce, dashboards) to interpret usage trends, uncover new opportunities, and monitor adoption patterns.
Leverage data to design and execute targeted campaigns or initiatives that drive adoption and engagement.
Lead compelling presentations and 1:1 faculty meetings—virtually and on-site—to advance content adoption, showcase HBI thought leadership, and support institutional goals.
Conduct regular campus visits and attend institutional events to strengthen the HBI brand, cultivate key relationships, and expand the reach of our learning solutions.
Partner with institutions to promote inclusive and equitable access to HBI resources, ensuring engagement across diverse programs, faculty, and student populations.