Job Information
Educational Testing Service Strategic Partnership Manager in Princeton, New Jersey
About ETS:
For more than 75 years, we have amplified products and services based rigorous research and our belief in the power of learning. Driven by our mission to advance quality and equity in education, ETS provides learning solutions, pioneering research and trusted assessments that help guide learners around the world on their path to new possibilities.
Our portfolio of trusted measures include TOEFL®, TOEIC®, GRE® and Praxis® . Along with research, development and innovation that explores new frontiers in learning and measurement our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions - all with the aim of creating a world where all learners can improve their lives through education.
With new senior leadership at the helm, ETS aims to continue changing the lives of all learners as we expand our organization's global footprint. Our goal is to remain at the forefront of assessment and measurement efficacy within the education and ed tech space as it continues to grow and evolve.
Drive revenue and/or build market share of the Global Higher Ed product line by developing and managing strategic relationships with top tier institutional and organizational partners, most specifically in the Business Higher Education space.
Business Development
Drive sales that will establish and deepen the commitment in effectively using the GRE as an admissions tool in the Business Higher Education space that will increase test taker volume and expand market share within the segment.
Cross sell and expand the use of the full Global Higher Ed family of ETS assessments and related products
Cultivate existing relationships and build new ones with leaders and decision makers within targeted business schools; Deans, Associate Deans, Admissions Directors, and others necessary to push the business forward.
Full cycle sales and pipeline building: prospect targeting, engagement, proposal development, negotiation, closing, and post-closing participation in ongoing account management and optimization activities.
Develop effective strategies to gain access to decision makers at key accounts to build brand awareness in the US market
Collaborate with Product /Marketing teams to develop innovative, efficient, and effective sales and marketing campaigns and strategies.
Demonstrate exceptional understanding of the Business Higher Education marketplace and competitor offerings to better differentiate and drive volume
Create, personalize, and present webinars and tech demos that are visually appealing and persuasive to multiple audiences.
Participate in conferences, webinars, and other business events to represent ETS brand and promote Global Higher Ed products
Effectively use the Salesforce tool to enter all sales activity and opportunities.
Client Management
Develop trusted mutually beneficial relationships with key decision makers and influencers within institutions and organizations to support continued use of the Global Higher Ed Assessments.
Uncover client goals, create opportunities for maintenance and/or growth and make volume projections across territory
Recommend upsell/cross-sell other ETS products and services
Develop strategies to attain and improve client satisfaction
Anticipate and respond to client needs collaborating with Product Managers
Secures contract renewal on GHE Products and improve acceptance of the GRE and other ETS products.
Adhere to ethical standards and comply with the laws and regulations applicable to your job function.
Proven success prospecting, building a pipeline, moving opportunities through the sales cycle.
Ability to craft a solution with appropriate products and services that meets business goals based on client discussions.
Network of relationships and history of working with the Business Higher Education community.
Experience in Higher Education or Business School Graduate admissions is a plus
Proactive energetic attitude that responds well to new challenges and opportunities.
Good balance of strategic, tactical, and analytical skills.
Strong leadership, motivational, and presentation skills.
Excellent communication skills - written and spoken.
Ability to work with cross-functional teams to deliver effective responses and product solutions to clients.
Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
Proven ability to handle multiple projects and meet deadlines.
Creative and innovative team player.
5+ years of consultative sales experience required
Proven track record of meeting and exceeding sales quotas
Bachelor’s Degree is required, a Masters Degree or an MBA is preferred
Familiarity with CRM, SalesForce preferred
Knowledge of Higher Education or Business Higher Education preferred
#LI-NK1
#LI-REMOTE
ETS believes in a Total Rewards philosophy for our employees, and they include:
Health, Vision, Dental insurance plans to choose from
Generous continuous learning support, from individual learning grants to up to 6 classes a year for tuition reimbursement as well as on-line learning access!
Generous PTO and vacation time to balance your work and life
Additional 8 hours of PTO for volunteer work
Retirement plan (401(a)) and traditional Roth (403b) with company contribution
Commuter Benefits, Pet Insurance, 1 year subscription to Calm App
ETS is mission driven and action oriented
Diversity, equity, inclusion, and belonging is at the forefront of the ETS employee's daily work. To further foster an inclusive environment ETS is home to a wide variety of Affinity groups that celebrate the diversity of our talented employees.
How about cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders? ETS offers multiple Business Resource Groups (BRG) for you!
Are you passionate about volunteering and being active in your career and community? ETS offers our Center for Advocacy & Philanthropy (CAAP) where we encourage ETS employees to become active volunteers in their communities and schools through the ETS Cares Giving Campaign. Our employees can support any 501c3 or eligible charity of their choice.
ETS is an Equal Opportunity Employer comprised of people with different experiences, strengths, and backgrounds who share a passion for advancing quality and equity in education. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. The Talent Acquisition team strives to ensure candidates enjoy a fair and equitable hiring process. We believe our differences empower us to be a better team, making better decisions and delivering better results.