Executive Account Manager, State and Government Partnerships

Location
Portland, OR, US
Salary
Competitive
Posted
May 07, 2019
Ref
254
Description

Execu t ive Account Manager , State & Government Partnerships

About this role...

As an Executive Account Manager , you will be responsible for developing, maintaining, and expanding the relationships with major, large scale, strategic and state partners with NWEA. You will work w it h a r eg i o n al t ea m , l ed by a Director, Partner Accounts.

Your key areas of work include understanding the partner's needs and how those needs align with NWEA's strategic goals; m anag i ng a l l ann u al re n e w a l s, op timi z in g a c co u nt re v enue, e x p a n d i ng t he nu m b er of st u d en t s be i ng served , unco v er i ng n ee d s f or n e w p r od u c t s a n d s e r vic es collaborating with the partner for all future sales opportunities . You will collaborate with the Program Manager and functional teams in de livering on contractual obligations . This includes leading the work to translate future opportunities into documented deliverables, managing partner expectations, being an escalation point for issues that influence the quality of the relationship and steering the dire ction of the partnership. In this role you will be expected to deliver superior customer service and will hold responsibility for the success of the partnership. You will set the strategy for the partnership in coordination with Account Executives and sales leadership. This role requires a high level of travel, on average, 50%.

Your next challenge...

  • Lead and engage successfully at a very high level in strategic conversations with high level stakeholders such as state level superintendents, other stakeholders within departments of education, governors and their staff, legislators, and other high-profile stakeholders,
  • Support large scale RFP Orals opportunities by working with a team to plan a successful strategy for winning business
  • Ensur e contractual delivery working in partnership with Program Management
  • Uncover and identify the need for potential scope changes
  • of market trends for assessment at the state, district, and school lev el
  • Conduct partner needs analysis for professional learning, establishing a long-term plan to support partner improvement, success, and increase the use and value of their relationship with NWEA
  • W o rk w i t h t he e xt ended N W E A org a n iz a ti on, i nc l u d i ng M a r ke ti ng a nd S u pport t o e n s u re t he ne e ds of P ar t n e r s are m e t
  • S tay in tune with current political climate and culture as it relates to state level business for NWEA
  • Serve as liaison for other s in partner account s related to the state(s) and partners supported by this role
  • Support work for an assigned state or large-scale partner in order to re a ch a h i gh er l e v el of ac c ount saturation
  • De v e l o p and own a state and/or account s t ra t egy t o pene tr a t e a n d gr o w a s s ig ned g e og r a p h i c r e g i on
  • P ar ti c i p a t e i n and f ac ilit a t e P ar t ner p ar t i ci pa ti on i n i n f o r mi ng NW E A pro d uct/services s t ra t e g i es, d e s i g n, tim e li nes a nd de v e l op m e nt, as well as custom requirements gathering for large scale programs as needed
  • De m o ns t ra t e cu r r e nt kn o w l edge of N W E A P roduc t s a nd S er vic es a nd t he ed u ca t i on m a r ke t , i nc l u d i ng is s u es, t re n ds, re l e v ant l a w s a n d co m p e titi o n to i n f orm P ar t n ers a bout f ea t ur e s and bene fit s of p r od u c t s a n d s er vi c e s on a r egu l a r and p r oac tiv e b a s i s us i n g c o n s u lt a tiv e sa l e s pr o c e ss
  • Track proposed and approved state legislation that influences or impacts the programs and partners managed by this position
  • U s e S a l es f o r ce t o m an a ge P ar t ner o p p o r t un iti es a nd p i pe li ne f o r r e ne w a l s, e x p a ns i o ns a nd n ew pro d uc t s and ser v i c e s; ke e p da t a a c c u r a t e, up t o da t e and c o m p re h ens iv e; u se S a l es f o r c e f or P ar t ner, influence activities, p i p e l i ne and Reg i onal r e p o r t s a nd d a sh b oa r d s f or da t a t o d r iv e P ar t n e r a c tivit y
  • Lead contract renewal processes across internal functional teams and partner stakeholders. P re s ent pr i c e , cred i t and t e r m s i n a c co r d an c e w it h s t a nda r d p r o c e d ur e s and c on t r a c t ual requ i re m en t s. A cc u ra t e l y p r oc e s s and s c hedu l e par t ne r t ra n s a c ti o n s i nc l ud i ng q u o t es, orders, and contracts.
  • T ra v el a s re q u i red, up t o 5 0%
  • St ra t eg ic a ll y pos iti o n n e w pro d uc t s and ser v i c e s i n e xi s ti ng a c c oun t s; u ltim a t e l y dr ivi ng re v e n u e gr o w t h and contract e x pans i ons
  • Travel as required, up to 50% on average
  • A ch i e v e enrollment, r en e wal a n d e x p a ns i o n t arge t s as de fi n ed by annual goals

Traits for success...

  • A b l e t o su c c e ss f u ll y m o v e dea l s t hro u gh t he sa l e s c ycl e, nego ti a t e and c l o s e d e a l s
  • P ro v en t r a ck re c o r d of se ll i ng s u c c e ss a nd ab ilit y t o e x ceed p e r so n al and t eam g oa l s ; state level sales preferred
  • Extensive knowledge of state level summative assessment programs.
  • S k ill ed i n a na ly z i ng a n d t r a ns l a ti n g co m p l ex par t n e r r equ ir e m e n t s i n t o NW E A b u s i n e s s o ff er i n g, re s u lti ng i n s ound b us i n e s s and r e l a ti o n sh i p d ec i s i o n s
  • A p tit ude t o i nsp ir e, un if y and l ead cr o ss -o r gan i za ti o n al t ea m s
  • Co n s i s t en tl y app l y sa l es m e t hodo l ogy t o m o vi ng opp o r t un iti es t h ro u gh t he p i pe l in e
  • Ex ce ll ent p r o j ect m an a ge m ent and o r g a n i za ti o nal s k i l l s
  • Ex h i b i t e x ce ll ent wr itt en a n d v erbal c o m m un ic a ti on skill s, i nc l u d i ng h i gh c a li b e r p re s en t a ti on s k ill s
  • De m o ns t ra t e co mmitm e nt t o t he NW E A mi ss i on a n d c u lt ure
  • A b ilit y t o suc c e s s f u ll y m an a ge sa l es r e l a t i on s h i p s, p i p e li ne and o pp o r t un iti es i n C RM s y s t em
  • Ex h i b i t know l edge of e d u c a ti on m a r ke t , s c hool a nd b us i n e s s o p e r a ti ons a nd f u nc ti o n s w it h a b ilit y t o ha v e im p a c tf ul con v e r s a ti ons w it h s e n i or s c h ool a nd d i s t r i ct c o n t ac t s a nd a d mi n i s tr a t o r s
  • Eff ec tiv e l y work w it h i n P ar t ner Ac c o un t s t eam and w i t h i n N W E A g e nera ll y

E ducati o n and e x perie n ce

  • Mi n im um b a c he l or ' s d e gr e e i n ed u ca ti o n, bus i n e s s o r a re l a t e d fi e l d requ i r e d
  • Minimum 6 y ea r s fi e l d sa l e s e x per i en c e and se ll i ng t o t he K-12 ed u ca ti o n al m a rk et, with experience selling to the state market experience preferred
  • Ex per i e n ce i n iti a ti ng, acqu i r i ng a n d g r o wi ng l ar g e and s t ra t eg i c a c c oun t s with extensive account management
  • De e p un d e r s t and i n g of K - 1 2 ed u ca ti on i nd u s t ry , a s s e s s m e nt trends, and the impact of federal regulations and state legislation on assessments
  • Excellent communication, presentation and professional relationship-building skill s
  • Experience with NWEA products and services preferred

About us....

NWEA® is a research-based, not-for-profit organization that supports students and educators worldwide by creating assessment solutions that precisely measure growth and proficiency-and provide insights to help tailor instruction. For 40 years, NWEA has developed innovative pre-K-12 assessments, including our flagship interim assessment, MAP® Growth™; our progress monitoring and skills mastery tool, MAP® Skills™; and our reading fluency and comprehension assessment, MAP® Reading Fluency™. Educators trust our professional learning offerings to accelerate student learning and our research to support assessment validity and data interpretation. Our tools are trusted by educators in more than 9,500 schools, districts, and education agencies in 145 countries.

What we can offer you....

At NWEA w e not only offer a competitive base salary , we offer a 15% contribution of eligible employees' base salary to a defined contribution 403(b) retirement savings plan; c areer development opportunities; an awesome work culture and environment; we also offer industry leading benefits and perks that are focused on supporting our employees' holistic wellbeing. To learn more about what we can offer more, click here.

NWEA endeavors to make www.nwea.org accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please call us at (503) 624-1951 or e-mail us at onlineaccommodations@nwea.org and let us know the nature of your request, your location and your contact information. This is for accommodation requests only and cannot be used to inquire about the status of applications.

NWEA is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. For our EEO Policy Statement, please visit our website. If you'd like more information on your EEO rights under the law, please visit the EEOC website

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