General Manager - Alliances

About ETS:

ETS is a global education and talent solutions organization enabling lifelong learners worldwide to be future-ready. For more than 75 years, we've been advancing the science of measurement to build benchmarks for fair and valid skill assessment across cultures and borders. Our worldwide impact extends through our renowned assessments including TOEFL, TOEIC, GRE and Praxis tests, serving millions of learners in more than 200 countries and territories. Through strategic acquisitions, we've expanded our global capabilities: PSI strengthens our workforce assessment solutions, while Edusoft, Kira Talent, Pipplet, Vericant, and Wheebox enhance our educational technology and assessment platforms across critical markets worldwide.

Through ETS Research Institute and ETS Solutions, we're partnering with educational institutions, governments, and organizations globally to promote skill proficiency, empower upward mobility, and unlock opportunities for everyone, everywhere. With offices and partners across Asia, Europe, the Middle East, Africa, and the Americas, we deliver nearly 50 million tests annually. Join us in our journey of measuring progress to power human progress worldwide.

ABOUT ETS SOLUTIONS

ETS Solutions brings together assessment, credentialing, learning, workforce, and technology capabilities to help organizations, institutions, professionals, and learners demonstrate skills, advance opportunity, and achieve measurable outcomes. As part of ETS, ETS Solutions supports customers across education, workforce, certification, licensure, language learning, and other high-stakes assessment markets.

The General Manager - Alliances is a horizontal commercial leader responsible for building, scaling, and operationalizing strategic alliance partnerships that help Business Unit (BU) leaders achieve their targets, revenue goals, and market expansion priorities. This role does not carry direct profit and loss (P&L) ownership; instead, it enables BU performance by creating partner-led growth strategies, strengthening executive partner relationships, improving field alignment, and embedding alliance motions into the company's go-to-market execution.

This is a critical enterprise leadership position with direct influence on revenue acceleration, pipeline creation, customer access, and differentiated market positioning. The General Manager - Alliances will work closely with BU leaders, Sales, Product, Marketing, Finance, Legal, Operations, and partner organizations to identify scalable growth opportunities, remove execution barriers, and ensure alliance investments translate into measurable business outcomes for each BU.

Role Responsibilities

Key Responsibilities

• Define and lead the enterprise alliance strategy in partnership with BU leaders, ensuring partner priorities are directly aligned to BU revenue targets, customer needs, and market expansion goals
• Serve as a horizontal commercial leader who enables BU performance through partner-led pipeline creation, opportunity acceleration, co-selling, co-marketing, and joint solution development
• Build and manage strategic relationships with alliance partners, including executive sponsors, commercial leaders, channel teams, product teams, and delivery stakeholders
• Establish alliance operating rhythms, governance forums, joint business plans, scorecards, and accountability mechanisms that connect partner activity to BU outcomes
• Partner with BU leaders to identify priority accounts, segments, solutions, geographies, and routes to market where alliances can create differentiated value and accelerate growth
• Translate enterprise strategy into actionable alliance plans with clear partner value propositions, activation milestones, investment requirements, and measurable success criteria
• Support Sales and BU teams in activating partners across account planning, opportunity mapping, executive engagement, proposal support, customer events, and market development activities
• Drive disciplined prioritization of alliance investments, ensuring resources are focused on partnerships with the highest potential to influence pipeline, bookings, revenue, and customer impact
• Identify and remove cross-functional barriers that limit partner execution, including misaligned incentives, unclear ownership, operational friction, enablement gaps, and competing priorities
• Create a scalable alliance management discipline that improves visibility, accountability, partner engagement, and repeatable revenue contribution across the enterprise

Leadership Competencies

• Alliance Strategy and Partner Ecosystem Development
• Revenue Influence and BU Enablement
• Cross-Functional Leadership Without Direct Authority
• Executive Partner Relationship Management
• Commercial Acumen and Go-to-Market Execution
• Influence, Collaboration, and Stakeholder Alignment
• Operating Discipline and Scalable Partner Governance

#LI-SL1

Knowledge, Skills and Experience Requirements

Qualifications

• 12+ years of progressive commercial, alliances, partnerships, channel, business development, or go-to-market leadership experience
• Proven track record of building and scaling strategic alliance programs that influence pipeline, bookings, revenue growth, market access, and customer outcomes
• Experience working horizontally across multiple business units, enabling commercial leaders to achieve targets without direct P&L ownership
• Strong understanding of partner ecosystems, co-selling motions, joint business planning, alliance governance, channel activation, and partner enablement
• Demonstrated ability to influence senior stakeholders, align competing priorities, and drive execution across Sales, Product, Marketing, Finance, Legal, Operations, and partner organizations
• Preferred: MBA, advanced degree, or equivalent executive-level experience
• Preferred: Experience developing alliance scorecards, partner investment frameworks, executive governance models, and repeatable partner-led growth motions

Key Performance Indicators (KPIs)

• Partner-sourced and partner-influenced pipeline growth
• Partner-sourced and partner-influenced bookings and revenue contribution
• BU adoption of alliance motions across priority accounts, segments, and opportunities
• Joint business plan execution, milestone completion, and partner accountability
• Co-selling activity, opportunity acceleration, and win-rate improvement where partners are engaged
• Executive partner engagement, governance participation, and relationship health
• Partner enablement completion, field readiness, and activation effectiveness
• Alliance operating discipline, scorecard visibility, and measurable contribution to BU target achievement

Behavioral Competency Requirements

Supporting People

* Communication: Asks open questions to understand others' insights and needs. Conveys ideas and information in a clear, convincing and credible way. Appeals to each person's interests by leveraging logic, emotion and connections. Actively listens and summarizes to demonstrate understanding to others.

* Building Relationships: Proactively identifies opportunities to connect with people. Interacts with others in a friendly and polite way. Takes the time to initiate rapport at the start of interactions. Maintains a strong network of contacts through regular outreach and communication.

Generating Concepts

* Strategic Thinking: Demonstrates an awareness of the challenges the organization faces. Builds a strategic plan to achieve their team's goals. Effectively interprets and incorporates strategic direction from leaders into their plans. Monitors and modifies their strategic plan in response to change.

* Adaptability: Readily adopts new methods and techniques. Willingly and repeatedly changes direction as necessary. Adjusts course of action quickly in response to new information or challenges. Demonstrates a flexible approach when dealing with others.

* Problem Solving: Addresses root causes, not just symptoms. Identifies and considers context, constraints, and risks. Establishes a clear course of action when problems arise. Considers and explores what alternative solutions are available.

* Creativity and Innovation: Generates original ideas and insights. Innovates or experiments with new approaches and techniques. Improvises more effective solutions or uses existing resources in novel ways. Uses proven and traditional systems, procedures, and processes in new ways that enhance effectiveness.

Fueling Performance

* Prioritizing and Planning: Prioritizes tasks by factoring in task importance, deadline, and resources. Creates ambitious, but realistic plans. Balances multiple priorities effectively. Appropriately notifies relevant stakeholders of work completion status.

* Initiating Action: Actively seeks out opportunities to contribute. Acts quickly when problems or opportunities arise without being prompted. Seizes opportunities to implement new ideas or potential solutions. Creates opportunities or avoids potential problems by anticipating and preparing for those in advance.

* Drive for Results: Sees tasks and commitments through to completion. Pushes self and others to achieve stretching targets. Applies best effort on all responsibilities. Perseveres through obstacles and challenges until they are overcome.

ETS is mission driven and action oriented

• We are passionate about hiring innovative thinkers who believe in the promise of education and lifelong learning.
• We are energized by cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders. In support of this ETS offers multiple Business Resource Groups (BRG) for you to learn and advance your career growth!
• As a not-for-profit organization we will encourage you to lean in to your passion for volunteering. At ETS you may qualify for up to an additional 8 hours of PTO for volunteer work on causes that are important to you!
• The base salary range advertised represents the low and high end of the anticipated salary range for this position. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. The base pay is only one aspect of the Total Rewards Package that will be offered to the successful candidate.

ETS is an Equal Opportunity Employer. We are committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, gender identity, or any other characteristic protected by law. We believe in creating a work environment where all individuals are treated with respect and dignity.