Partner Development Executive (Armed Forces Recruitment)

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 Partner Development Executive, Armed Forces Recruitment The Partner Development Executive, Armed Forces Recruitment will be responsible for establishing relationships with key decision makers within the United States armed forces and other uniformed services such as large police departments. This position is an opportunity for candidates to leverage business development experience and military sector expertise to diagnose opportunities and recommend EAB’s proven, customized, data-driven marketing and enrollment solutions to prospective uniformed personnel recruitment partners. At EAB, 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 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. 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. This position is listed as Partner Development Executive for posting purposes; the official title of this hire is expected to be Associate Director, Director, or Senior Director of Partner Development (candidates are being considered across all levels) to align with EAB business norms. 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. Primary Responsibilities Prospect and build new business within an assigned territory of armed forces or uniformed personnel institutions; acquire new partners successfully and negotiate to expand services for existing partners Build relationships by meeting with leaders to discuss their strategic challenges and opportunities, present best practice solutions and effectively sell the vision of EAB’s 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 research initiatives and new product development 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 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: Armed forces personnel recruitment and/or military marketing communications Delivering client presentations and facilitating discussions Sales or Account Management Teaching and/or breaking down complex or abstract ideas into simpler concepts Partner management Ideal Qualifications 4-10+ years of relevant full-time professional experience Professional experience within or partnering closely with the U.S. Armed Forces Deep understanding of armed forces personnel recruitment and/or military marketing communications Experience selling consultative, marketing-oriented 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 Proven track record of success in achieving revenue quota and sales targets Demonstrated ability to listen and 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 Excellent writing, critical thinking and negotiation skills, and familiarity with formal and informal RFP procedures Consultative sales experience Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. Compensation The compensation package for this role includes a starting salary (base) range of $56,000 - $136,500 per year plus eligibility for uncapped variable compensation. The anticipated total earnings are $106,000 - $236,500 at target levels of performance against commercial goals in a full and typical fiscal year, with lucrative uncapped earning potential to reward overperformance. Actual salary and on-target earnings vary 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 range for their role. 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 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. #J-18808-Ljbffr EAB