About the position
Partner Development Executives at EAB are responsible for establishing relationships with key decision makers within education institutions. We hire 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. 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 Associate Director, Partner Development or Director, Partner Development (candidates are being considered across all levels) to align with EAB business norms. Partner Development Executives may be based in Washington, DC; Richmond, VA; or remotely within the continental United States.
Responsibilities
- Prospect and build new business within an assigned territory; successfully acquire partners for the Advancement Marketing Services business unit
- Build relationships by meeting with leaders to discuss their strategic and communication difficulties, present best practice solutions and effectively sell the vision of EAB's Advancement Marketing Services capabilities
- Conduct live presentations to educate prospective partners on our Advancement Marketing Services solutions
- 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 institutions
- Maintain up-to-date knowledge of competitors
- Provide insights from partner development visits to inform future initiatives and new product/service development inquiries
- 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 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
- At least one of the following: Track record of success building relationships, providing trusted thought partnership at an executive level, and closing business in new business development roles involving a complex offering and consultative approach to sales; Expertise and proven professional experience in Fundraising/Advancement roles involving an understanding of fundraising strategy and involving ownership of pipeline, goals and metrics
Nice-to-haves
- 4-8+ years of relevant full-time professional experience
- Knowledge of the higher education Advancement function or of fundraising processes within other sectors
- Experience selling complex services on a consultative basis, preferably in the higher education sector
- Experience working within a 4-year college or university setting, or deep understanding of the processes, difficulties, and opportunities within 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
- Proven track record of success in achieving revenue quota and sales targets
- 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.
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
