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Managing Director, Audience Generation Partner Success and Services

Company: EAB (Education Advisory Board)
Location: Richmond
Posted on: March 20, 2023

Job Description:

Make a difference in a sector that matters to us allEAB is a special place to work. You'll find motivated employees, growth opportunities, and a deep commitment to our partners. We pride ourselves on hiring the best people-not just for the job, but for the firm and the future of education. Managing Director, Audience Generation Partner Success and Services Location: Richmond, VA
Number: 588645
Job Category: Professional Services
Job Department: Enrollment Services
Job Family: Success Management
Job Type: Full Time
Level: Director

At EAB , our mission is to make education smarter and our communities stronger. We work with more than 2,500 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 five major areas: enrollment, student success, institutional strategy, data & analytics, and diversity, equity, and inclusion (DE&I). 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 .Managing Director, Audience Generation Partner Success and ServicesWith disruptions in the standardized testing market and shifts in how students and families engage in the college search process, EAB recently made two strategic investments to help colleges and universities build greater awareness and drive greater connections with high-intent prospective students. The first was the acquisition of Cappex, the market leading independent college search network, and second was agreement to become the exclusive provider of Intersect, the platform upon which colleges and universities access Naviance, the largest school-based college readiness platform in the US.Combined under the Audience Generation pillar of EAB's Enroll360 suite of products and solutions, the Audience Generation partner success team is responsible for managing the relationships and growth of the combined Cappex and Intersect partner base of nearly 1,000 colleges and universities across North America.The Managing Director, Audience Generation Partner Success and Services works with the Senior Vice President, Audience and Digital to lead the Audience Generation business portfolio and to directly manage the partner success and services teams that serve the portfolio. As a senior leader within the division, the Managing Director is accountable for the strategic oversight and growth of the Audience Generation portfolio, commercial and service delivery, partner team performance, partner retention, and revenue growth resulting from expanded client relationships via cross-sells and upsells. -In addition, the Managing Director aligns partner leadership strategies with all parts of our business, helps develop pricing strategies, executes EAB's partner engagement strategies through consultative development of the partner success team, and acts as a senior-level contact for partners and stakeholders throughout the marketplace. The ideal candidate will have broad higher education industry and institutional knowledge plus senior-level client and team management experience in a highly complex growth environment. -The ideal candidate may work remotely within the continental United States. If this person prefers an in-person office environment, they may utilize EAB's offices in Richmond, VA or Washington, D.C. The Audience Generation division hosts regular gatherings in EAB's DC and Richmond offices, along with events in Chicago, IL, and in Cincinnati, OH where the team members who joined EAB through the acquisitions still reside.Primary Responsibilities:

  • Build and execute partner growth, partner visit and retention strategy
  • Measure our progress towards our goals, and provide visibility to the leadership on current state as well as necessary shifts for managing success
  • Build pricing strategy that optimizes partner retention and relationship expansion
  • Be active in the higher education industry and stay abreast of partners' businesses and firm's competitors to inform our competitive positioning in the marketplace
  • Oversee Partner Success and Partner Services teams and guide the strategic vision, growth and scale, including recruiting and building top talent through effective leadership and talent management practices
  • Align Partner Success team goals to support all parts of the business through active participation in strategic planning, sales/marketing/pricing strategy development, forecasting, new product development, resource planning and budgeting
  • Develop Partner Success team to deliver world-class consultations, presentations and demonstrations to prospects, partners and internal business leaders
  • Ensure implementation of partner-based strategies and solutions and the documentation of partner feedback to support prioritization of improvement and growth opportunities
  • Build, develop and implement the function's performance management process, including establish functional goals, objectives, key performance measures for all team roles and ensure all management and staff are held accountable and rewarded for achieving assigned results
  • Create and demonstrate partner results that improve each individual partner's success and return on investment, leading to persistent and growing partner relationships
  • Collaborate with sales and marketing teams to maximize partner outreach and acquisition activities
  • Provide leadership throughout Partner Success team while fostering a culture of service, accountability, professional development, and high-performance
  • Champion functional change initiatives and remove obstacles impeding constructive organizational change
  • Establish and maintain trusted relationships throughout the industry and institution - most notably our partners and internal/external stakeholders
  • Approximately 30% of time in marketBasic Qualifications:
    • Bachelor's degree in Business Administration, Sales, or relevant field
    • 10+ years highly successful client management experience, including 5+ years managing teams
    • Proven business acumen, planning and execution skills
    • Financial acumen and related skills such as budget planning, pricing strategies, client/revenue forecasting models
    • Demonstrated track record of successfully retaining clients and growing relationships and revenues via cross-sell and upsell strategies
    • Effective client communications skills and experience providing clients proactive leadership and consultative insight on short- and long-term strategic decisions
    • Proven ability to effectively manage highly visible and influential relationships throughout the industry, our partner institutions, and all levels of the organization
    • Work well in a highly matrixed organization and develop highly collaborative relationships
    • Effective people leadership skills with successful track record of attracting, optimizing and retaining talentIdeal Qualifications:
      • Direct response marketing and higher education experience
      • EAB institutional knowledge and experience
      • 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.Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package.
        • Medical, dental, and vision insurance; dependents and domestic partners eligible
        • 401(k) retirement plan with company match
        • 20+ days of PTO annually, in addition to paid firm holidays
        • Daytime leave policy for community service or fitness activities (up to 10 hours a month each)
        • Paid parental leave for birthing and non-birthing parents
        • Phase Back to Work program for employees returning from parental leave
        • Infertility treatment coverage and adoption or surrogacy assistance
        • Wellness programs including gym discounts and incentives to promote healthy living
        • Dynamic growth opportunities with merit-based promotion philosophyAt 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.

Keywords: EAB (Education Advisory Board), Richmond , Managing Director, Audience Generation Partner Success and Services, Executive , Richmond, Virginia

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