Partner Development Executive (Enroll360 Audience and Virtual Tour) - EAB

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.

At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.

For more information, visit our Careers page.  

The Role in Brief:

Partner Development Executive (Enroll360 Audience and Virtual Tour)

In this role, you will be responsible for selling the Audience product line (e.g., Cappex, Candidates, Intersect) and Virtual Tour by generating and selling into independent leads, fielding and selling into inbound leads from the marketing and Partner Success teams, and cross-selling into Enroll360 adjacent partner bases. You will work closely with the Partner Success team members responsible for overseeing relationships and with commercial peers to scope and develop proposals that align with our partners’ search and enrollment strategies, closing business to build and expand the Audience and Virtual Tour portfolio of undergraduate partners.

We are seeking professionals who have a strong record of driving new sales opportunities, working in a collaborative team environment, and experience demonstrating the ROI of comparable product offerings. Partner Development Executives build relationships with campus stakeholders, including marketing and enrollment directors, to convey and explore how Audience and Virtual Tour can help to support their strategies and growth goals.

This position is listed as Partner Development Executive for posting purposes; the official title of this hire is expected to be Specialist or Associate Director of Partner Development (candidates are being considered across both levels) to align with EAB business norms.

This position may be based in Richmond, VA or Washington, D.C.

Primary Responsibilities:

• Prospect and build new business within an assigned territory of education institutions; acquire new partners successfully and negotiate to expand services for existing partners
• Build relationships by meeting with relevant campus leaders to discuss their strategic and operational challenges, present best practice solutions and effectively sell the vision of EAB’s capabilities
• Conduct live presentations, including diagnostic evaluations and technical demonstrations, to understand prospective partner needs and educate key stakeholders on the value of EAB's 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 higher education institutions
• Maintain up-to-date knowledge of competitors
• Leverage existing products and advise on new products to serve institutions as they look to shape their class and meet their needs as related to enrollment, diversity, academic excellence, etc.
• Indirectly manage team members to goals, providing formal feedback and guidance on professional development

Basic Qualifications:

• Bachelor’s Degree from an accredited college/university
• Proven track record of success exceeding personal measurable performance targets in business development or otherwise commercially-oriented, transferable 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 10-20%
• Valid driver’s license
• Professional experience in at least three of the following:
  • Higher education or enrollment/admissions
  • Delivering client presentations and facilitating discussions (both virtually and in-person)
  • Sales or Account Management
  • Teaching and/or breaking down complex or abstract ideas into simpler concepts
  • Partner management

Ideal Qualifications:

• 1-4+ years of relevant full-time professional experience
• Experience selling or representing consultative, digital marketing, software-as-a-service (SaaS), OPM, enrollment, or technology-driven services, preferably in the higher education sector
• Experience working with institutions of higher education, preferably within enrollment
• 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
• Commitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB’s DE&I Promise

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to submit an application if this is a role you would be passionate about doing every day.

Compensation:

The anticipated starting salary (base) range for this role is $48,000 - $80,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.

This hire will additionally be eligible for lucrative uncapped incentive compensation. Variable compensation may depend on various factors, including, without limitation, individual and organizational performance.

Benefits:

This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.

At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.