Client Partner - K12 Education

Client Partner

FranklinCovey is the world's most trusted leadership and organizational performance partner that gives strategy the human edge. We help organizations achieve the breakthrough results that matter most. Using proven, principle-centered frameworks and practices, we build high-trust leaders, teams and cultures and help clients translate strategy into consistent execution. For more than 40 years, we have tested this approach with thousands of clients from Fortune 100 companies to educational and government institutions, providing professional services across 160 countries.

The Client Partner is a quota-carrying sales leader responsible for driving revenue growth within a defined territory of schools and districts. This role is accountable for the full sales cyclefrom territory strategy and pipeline generation through closing and renewalin alignment with FranklinCovey's strategy, values, and field sales operating rhythm.

The Client Partner is expected to operate with a high degree of ownership, lead through ambiguity, and consistently translate district needs into effective FranklinCovey solutions that drive measurable impact for students, staff, and leaders, while collaborating with a pod of cross-functional team members to support their assigned territory.

Essential Job Functions

• Territory Ownership and Revenue Accountability
• Own and achieve a personal revenue quota, meeting or exceeding quarterly and annual targets.
• Build and execute a territory plan that identifies priority districts and schools, reflects relevant education funding policies, and balances near-term opportunities with long-term account development.
• Maintain a well-qualified pipeline and proactively address revenue risks, accelerate key deals, and expand existing relationships.
• Consultative Selling and Account Strategy
• Lead the full sales process with district and school stakeholders, including superintendents, district leaders, and principals.
• Conduct discovery to understand each client's priorities and challenges, and translate those needs into tailored FranklinCovey solutions.
• Develop strategic account plans for key districts, including multi-year expansion strategies, stakeholder engagement plans, and clear success metrics.
• Navigate complex buying processes, including RFPs, board approvals, and budget cycles.
• Act as a responsible steward of FranklinCovey's brand and resources, balancing client needs with sound business decisions.
• Pipeline Management and Forecasting
• Use Salesforce, Domo, and other required tools to manage pipeline, track opportunities, and maintain accurate forecasting.
• Regularly review pipeline health to validate opportunity quality, address stalled deals, and ensure sufficient early-stage activity to meet future targets.
• Collaboration and Internal Partnership
• Participate in territory "pods" (internal cross-functional groups supporting shared accounts/regions) to coordinate outreach, share insights, and deliver a consistent client experience.
• Partner with coaches, implementation, and retention teams to support deal transitions and surface renewal and expansion opportunities.
• Align with the Managing Director and sales leaders on territory strategy, complex deals, and learnings that inform broader sales efforts.
• Professional & Sales Hygiene
• Follow through reliably on commitments to clients and internal stakeholders.
• Come prepared to meetings with clear agendas and desired outcomes.
• Keep Salesforce and all required systems accurate and up to date.
• Continuously develop core sales skills and apply coaching and feedback to improve execution.
• Adaptability and Results
• Operate effectively amid changing market conditions, evolving district needs, and shifts in internal strategy.
• Independently diagnose performance gaps, test approaches, and adjust strategies to improve results.
• Engage actively in ongoing training and self-development, and share effective practices with the pod and broader team.
• Travel as required to meet with clients, attend industry events, and participate in internal meetings.

Basic Qualifications

• Bachelor's or advanced degree
• 5+ years of education sales, education services, or school/district leadership experience

Preferred Skills & Experience

• Experience selling to K12 districts strongly
• Proven track record of:
• Consistently attaining or exceeding a multi-million-dollar annual quota or equivalent performance target
• Driving results through disciplined territory management and consultative selling
• Winning and growing business in complex, ambiguous, or rapidly changing environments
• Demonstrated ability to:
• Lead strategic conversations with senior district and school leaders
• Diagnose performance challenges within a territory and implement effective solutions
• Communicate clearly and persuasively in writing, virtually, and in person