Director, Partner Development (Higher Ed Advancement CRM)

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:

Director, Partner Development (Higher Ed Advancement CRM)

Partner Development Executives at EAB are responsible for establishing relationships with key decision makers within education institutions.

We hire persuasive leaders with a knack for teaching and explaining concepts - people who are comfortable listening to our partners and then mapping their problems to our services and solutions. As our ambassadors and connectors, Partner Development Executives are pivotal to the growth of our firm.

As a Director-level Partner Development Executive, you will be responsible for generating leads and managing the sales process in order to convert new partners. We are seeking sales professionals who have a strong record of success achieving and exceeding sales goals within a team selling environment.

When you work at EAB in Partner Development, you'll be making a difference toward fulfilling our mission of making education smarter and our communities stronger. Our people care about doing their best, and our collaborative environment is energizing and rewarding. You'll be part of a work environment where your voice counts and even small ideas can lead to big opportunities.

Partner Development Executives may be based in Washington, DC; Richmond, VA; or remotely within the continental United States. Remote candidates with willingness to travel are welcomed and encouraged to apply.

This new position is expected to report to a sale team leader within EAB's higher education technology partner development team.

Primary Responsibilities:

• Prospect and build new business within an assigned territory of higher education institutions; acquire partners successfully for EAB's new Navigate Advancement Customer Relationship Management (CRM) product
• Build relationships by meeting with leaders to discuss their strategic fundraising and technological challenges and opportunities, particularly as it relates to donor and prospective donor data, communication, and collaboration management; present best practice solutions and effectively sell the vision of EAB's Navigate Advancement CRM capabilities
• Conduct live presentations, including diagnostic evaluations and technical demonstrations, to understand prospective partner needs and educate key stakeholders on the value of EAB products and services
• 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 via business development within an assigned portfolio of institutions
• Maintain up-to-date knowledge of competitors
• Provide insights from partner development visits to inform future go-to-market initiatives and product management inquiries
• Indirectly manage Sales Associate 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 revenue quotas or sales targets in business development 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 25-50%
• Valid driver's license
• Professional experience in at least three of the following:
  
  
  
  • Sales, inclusive of new business development
  • Higher education or education technology
  • Fundraising
  • CRM solutions
  • Delivering client presentations and facilitating discussions
  • Partner or prospect management
  
  
  
  

Ideal Qualifications:

• 6-8+ years of relevant full-time professional experience
• Knowledge of donor management or fundraising optimization solutions, CRM platforms, and/or other high-impact solutions within the higher education sector
• Experience working with stakeholders within a college or university setting, or deep understanding of the processes, difficulties, and opportunities within education
• Knowledge of the higher education Advancement function or of fundraising processes within other sectors
• Experience selling consultative, information-based, or technology-driven services
• 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
• Demonstrated ability to listen, diagnose a problem, and map a solution in the moment
• 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
• Effective writing, critical thinking and negotiation skills, and familiarity with formal and informal RFP procedures
• 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 range for this role is $69,000 - $105,000 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:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, in addition to paid firm and floating holidays
• Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
• 401(k) retirement savings plan with annual discretionary company matching contribution
• Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
• Employee assistance program with counseling services and resources available to all employees and immediate family
• Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
• Gender affirming care coverage
• Fertility treatment coverage and adoption or surrogacy assistance
• Paid parental leave with phase back to work program for birthing and non-birthing parents
• Access to milk shipping service to support nursing employees during business travel
• Discounted pet health insurance coverage for dog and cat family members
• Company-provided life, AD&D, and disability insurance
• Financial wellness resources and membership in a robust employee discount program
• Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities

Benefits kick in day one; learn more at eab.com/careers/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.