Sr. Director of Sales, East

Position: Senior Director of Partner Accounts, East Team

Location: Remote. Between New York and Georgia preferred 

Who We Are

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

Reporting to the Vice President of Partner Accounts, the Senior Director of Partner Accounts plays a pivotal role at NWEA, managing the revenue-generating sales team. This role involves overseeing a team of Account Executives and Account Managers responsible for net new enrollments, expansions, and renewals. The Senior Director provides strategic leadership, drives revenue growth, and ensures the team exceeds goals. This role focuses on coaching Sales Reps on developing and growing targeted sales activities to drive customer acquisition, retention, and growth. The Senior Director is an integral part of the US Districts Leadership Team, contributing to team and department-wide initiatives and goals.

Responsibilities

• 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 proactive sales methodologies
• Provide input to maximize lead generation and market intelligence
• Understand school district buying practices, funding sources, and decision makers
• Strengthen sales processes with best practices and metrics
• Ensure Sales Reps have the tools, training, and information they need
• Understand school and district product and service needs
• Implement strategies for Partner retention, satisfaction, and growth
• Drive strategies for the acquisition of new Partners, focusing on larger districts
• Drive product and sales messaging focused on value and Partner needs
• Lead planning sessions to achieve sales and mission goals
• Identify and facilitate regional training requirements
• Accurate forecasting and team pipeline management
• Identify and mitigate risks
• Set and manage development, sales, and personal goals for Sales Reps
• Manage the team through new product launches
• Manage staff: recruit, coach, motivate, develop, evaluate, and communicate
• Assess market policy, needs, trends, and competitors
• Build successful programs around Partner retention, expansion, and enrollment planning
• Travel up to 50%

Skills and Abilities

• 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
• Strong negotiation skills
• Ability to work independently and motivate others
• Exceptional skills in developing and maintaining supportive relationships
• Effective time management and prioritization
• 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 10-12 years of sales experience
• Minimum of 5-7 years of Sales Management and Leadership experience

Salary Range: $150K - $160K + commissions

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

Application Deadline:

The application window for this position is anticipated to close on 10/16/24. We encourage you to apply as soon as possible. The posting may be available past this date but is not guaranteed.

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.