American Management Association International is looking for a Director of Higher Education Partnerships who will be responsible for acquisition and revenue growth within the Higher Education market segment. This vertical sales director is responsible for identifying new prospects in the College & University market and converting them into clients. This senior sales professional will collaborate with the Sales Director and VP of Sales on an identified set of large, strategic prospects. The position will accomplish these responsibilities through their ability to sell the full scope of AMA products and services with a primary focus on in a consultative manner, negotiate effective contracts, and implement solutions that address client needs.
Ownership of prospects in assigned market segment.
Attainment of assigned sales quota with appropriate profitability. Develops strategic business plan for area of responsibility to maximize revenue by addressing the unique needs and opportunities of the assigned scope of responsibility.
Account acquisition, retention and growth of targeted accounts within the market segment.
Effectively researches prospect organization to understand industry segment, key business drivers, situational or environment factors, and business challenges.
Develops thorough understanding of AMA products and services.
Delivers compelling and thought-provoking presentations that compel clients to work with AMA.
Builds strong internal network of resources and works effectively with them to build solutions and deliver against client needs.
Builds reliable, sustainable, mutually beneficial relationships with key client decision-makers.
Ensures comprehensive understanding of industry issues and competitive landscape to ensure relevance and appropriate competitive positioning.
Uses tools and technology to leverage efforts.
Builds and maintains accurate forecasts of sales opportunities.
Builds individual development plan to continue skill and knowledge growth.
Other related duties.
BA/BS degree required
A minimum of 5 years of complex business to business sales experience with emphasis on selling to the Higher Education Market
Proven success in sales is required. Proven track record of consistent overachievement against business goals and quotas
Demonstrated ability to acquire new accounts in the market
Strongly preferred understanding of the certification & credentialing industry, its products and services, standards and compliance parameters, and benefits and application for customers
Demonstrated breadth of experience and business acumen. Ability to understand the market and be conversant with executive leadership to drive successful revenue generation
Existing contacts in Academic Institutions, HR, Training or Talent Development preferred
Proven self-starter who can work both as a collaborative team member and as an independent salesperson
Competency and experience with key technologies; SFDC, Microsoft Office, SalesLoft
Experience working with global organizations
Ability to work remotely while being an active member of a sales team. Home office, driver's license and car are required
Travel up to 50% is required
An EEO/AA Employer, M/F/Individuals with Disabilities/Veterans - an ADA compliance organization
Internal Number: 2020-1770
About American Management Association
American Management Association (www.amanet.org) is a world leader in talent development, advancing the skills of individuals to drive business success. AMA supports the goals of individuals and organizations through a complete range of products and services, including classroom and virtual seminars, webcasts, webinars, conferences, corporate and government solutions, Management Certification and research.