Sr NWEA Account Executive - International

Sr. Account Executive – International-Middle East 

Location: Remote UAE (Ideal candidate is near a major airport with quick access to Middle East)

NWEA® is a division of Houghton Mifflin Harcourt 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™. For more information, visit  NWEA.org to learn more. 

Position summary 

The Sr. Account Executive role on the NWEA International team involves acquiring new customers (Partners) and enhancing NWEA’s leadership position.  This position operates within a team, led by a Sr. Director, focused on securing new International Partners within an assigned territory. Additionally, the Sr. Account Executive partners with an Account Manager, who concentrates on the renewals, retention, and growth of existing Partner relationships. The key areas of focus for Sr. Account Executives include identifying and building strategic relationships in accounts, lead development and qualification, acquiring new NWEA Partners, and establishing territory plans to drive selling activity. They are also responsible for successfully managing the sales pipeline of opportunities. Sr. Account Executives collaborate with the extended HMH Global Sales Team and NWEA organization, including Marketing and Support, to ensure the needs of our Partners are met. 

Responsibilities:

• Drive lead development, qualification, and conversion into opportunities and closed sales 

• Actively prospect and close opportunities for NWEA Products and Services, including MAP Growth, MAP Reading Fluency with Coach and Professional Development 

• Ensure that NWEA reaches a high level of account penetration in each account, reaching more kids in all schools within an assigned territory 

• Drive revenue growth through acquisition of new, strategic, and large Partners 

• Demonstrate strategic ownership of the assigned territory through knowledge of funding, initiatives, and regulatory mandates 

• Develop and own a territory strategy to penetrate and grow the assigned geographic region 

• Provide mentorsip and coaching to fellow Account Executives as assigned. 

• Personally participate in and facilitate Partner participation in informing NWEA product strategies, design, timelines, and development 

• Act as a strategic and knowledgeable liaison between partners and multiple divisions of the HMH Global Sales Team and NWEA 

• Consistently act as a partner advocate, while keeping NWEA mission and objectives in the forefront of all decisions 

• Manage complex sales cycles with multiple stakeholders, both internal and external 

• Demonstrate current knowledge of NWEA Products and Services and the education market, including issues, trends, relevant laws, and competition; inform Partners about features and benefits of products and services on a regular and proactive basis using the consultative sales process 

• Use Salesforce to manage Partner opportunities and pipeline for renewals, expansions, and new products and services; keep data accurate, up-to-date, and comprehensive; use Salesforce for Partner, pipeline, and Regional reports and dashboards for data to drive Partner activity 

• Present price, credit, and terms in accordance with standard procedures and/or contractual requirements. Accurately process and schedule partner transactions, including quotes and orders 

• Travel as required, up to 60% with trips often requiring extended stays. 

• Perform other duties as assigned to ensure the success of the team and the entire organization 

Skills and Abilities: 

• Able to successfully move deals through the sales cycle, negotiate, and close deals 

• Proven track record of selling success and ability to exceed personal and team goals 

• Skilled in analyzing and translating complex partner requirements into NWEA business offerings, resulting in sound business and relationship decisions 

• Assist in defining and evaluating deliverables, parameters, and language for partnerships and agreements and contracts 

• Aptitude to inspire, unify, and lead cross-organizational teams 

• Consistently apply proven sales methodology 

• Excellent project management and organizational skills 

• Exhibit excellent written and verbal communication skills, including high-caliber presentation skills 

• Cultural awareness and ability to adapt communication to cultural norms. 

• Bi-Lingual (Arabic) preferred 

• Ability to conduct business and sales presentations  

• Demonstrate commitment to the NWEA mission and culture 

• Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce preferred) 

• Exhibit knowledge of the international education market, school and business operations, and functions with the ability to have impactful conversations with senior school contacts and administrators 

• Effectively work with the HMH Global Sales team and NWEA organization with demonstrated ability to work effectively with a wide range of individuals and independently 

• Must be able to perform the physical and intellectual requirements of the role, with or without accommodation 

Education and experience:

• Minimum bachelor’s degree in education, business or a related field required 

• Preferred 5+ years field sales experience and selling to the international educational market 

• Experience initiating, acquiring and growing large and strategic accounts 

• Experience with NWEA products, services, procedures and implementation preferred 

• Deep understanding of K-12 education industry and assessment methods 

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