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Sr Account Executive, State Accounts

NWEA


Location:
Portland, OR
Date:
01/03/2017
Job Code:
1052086
Categories:
  • Education
  • Government
  • Marketing
  • Sales / Business Development
NWEA
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Job Details

NWEA is seeking a Senior Account Executive for our Partner Accounts - State and Government Partnerships team This is a full-time, remote, home-based position with multiple regions in the U.S. open for consideration – including Mid-Atlantic, Southeast, Midwest and West
We search for people who demonstrate a passion for their work and who can contribute to our continuing success and growth. In return, NWEA offers a generous benefits program and provides challenging and exciting work opportunities. Qualified candidates will have a strong understanding of K12 interim and state assessment products and ideally will have worked with decision makers regarding assessment solutions at State Departments of Education
Founded by educators nearly 40 years ago, Northwest Evaluation Association™ (NWEA™) is a global not-for-profit educational services organization known for our flagship interim assessment, Measures of Academic Progress® (MAP®). More than 7,600 partners in U.S. schools, school districts, education agencies, and international schools trust us to offer pre-kindergarten through grade 12 assessments that accurately measure student growth and learning needs, professional development that fosters educators’ ability to accelerate student learning, and research that supports assessment validity and data interpretation. To better inform instruction and maximize every learner’s academic growth, educators currently use NWEA assessments with nearly eight million students


Position Summary

The Senior State Account Executive is the primary partner contact with responsibility for hands-on development and execution of NWEA sales relationships, results, and associated programs. The Senior State Account Executive ensures that goals and strategic objectives are met or exceeded and develops and maintains long-term supportive partner relationships with assigned state or federal education agency and local education agencies as applicable

Responsibilities

Develop and implement sales strategies, plans, and tactics for prospective and existing state and local accounts in alignment with the strategic direction of NWEA
Manage partner relationships by creating, expanding and sustaining strong partnerships at the state, district, and building levels
Assume responsibility for the success of each account for the full lifecycle of relationship
In collaboration with the Director and the Marketing team, create individual account communications and contribute to general communication documents for partners and staff
In conjunction with Director and related teams, negotiate partner deliverables and manage internal activities to ensure successful satisfaction of partner needs
Develop revenue, expense, and sales budgets and objectives in consultation with Director
Regularly communicate schedules, issues and proactive updates to partners and internal stakeholders
Collaborate to define goals, scope and success metrics for new partnerships within established parameters consistent with the established account management practices of NWEA
Manage partner accounts and vendor processes to maximize performance and consistency
Ensure appropriate and accurate partner billing and financial administration
Use market, partner, and competitive analysis to create win-win opportunities for partners and NWEA
Provide input to and receive guidance from the Director and the Marketing team in order to maximize lead generation and Web support
Employ conceptual and strategic selling practices in managing accounts
Facilitate, as appropriate, partner participation in informing product strategies, design, timelines and development as requested by the Director and the Marketing and Product Development teams
Complete timely reports and updates within NWEA’s established processes and CRM tools
Provide consultative services to partners enabling them to achieve academic achievement and growth goals
Participate and provide leadership as a results oriented member of the Partner Relations team
Escalate critical issues to Director as needed
Engage organizational resources, as appropriate and with Director guidance, to ensure partner success and satisfaction
Employ appropriate interaction modes to ensure partner satisfaction, success, and goal attainment including face-to-face interactions, group sessions, Webinars, letters, emails, etc.
Mentor any assigned State Account Executives
Travel as required (up to 50%)
Perform other clearly-defined duties as assigned to ensure the success of the team and the entire organization


Skills and Abilities

Experience in targeting, developing and successfully enhancing partner relationships
Proven track record of meeting and exceeding goals aligned with strategic sales forecasts
Skilled in analyzing and translating complex partner requirements into NWEA’s business processes with capacity to seek counsel and work effectively cross-functionally resulting in sound business and relationship decisions
Assist in defining and evaluating deliverables, parameters and language for partnership and vendor agreements and contracts
Ensure performance to contract
Monitor and ensure organizational compliance with federal, state, district, and building-level performance and reporting requirements
Ability to gain acceptance of products and recommendations using constructive planning, presentation and persuasive skills in multiple relationships
Strong leadership and interpersonal relationship skills for engagement at every level of the organization
Strategic systems thinker and contributor
Ability to set clear goals and priorities and to translate concepts into actionable objectives
Consistently professional, diplomatic, tactful and respectful
Self-motivated to establish personal rapport, build strong partnerships and genuine passion about NWEA’s mission and strategic goals
Ability to recognize, manage and resolve conflict and to utilize creative tension to move teams toward solutions and positive outcomes
Operate with the highest integrity
Exceptional oral and written communication skills; can clearly articulate ideas and issues, ask questions for clarity and understanding and appreciation for diverse perspectives
Enjoy prospecting and building a multitude of opportunities
Skilled in strategic and consultative selling practices

Education and Experience

Minimum Bachelor’s degree required
Minimum of eight years of consultative/relationship sales account management; must have deep understanding of K12 assessment products with the ability to pursue strategic conversations with state level decision makers in the K12 assessment market
Experience managing multiple partners with long sales cycles and a complex product or service offering; state or government agency account management experience preferred
Solid experience using opportunity management software (CRM) such as salesforce.com
Experience with NWEA assessments systems preferred
Experience in Miller-Heiman strategic and consultative sales approaches preferred
Experience in educational environment preferred


NWEA’s generous benefits package includes: 100% employer paid medical, dental and vision insurance for eligible employees; company-paid public transportation, indoor bicycle racks, and free on-site parking; convenient location near public transportation near the Pearl District in downtown Portland; additional monthly compensation in the form of flex pay; and a 15% annual employer contribution toward our 403b retirement plan. In addition, NWEA’s culture promotes work-life balance. Accordingly, we offer 4 weeks’ PTO in the first year, 5 weeks’ PTO after the first year anniversary, and 6 weeks’ PTO after the second year anniversary and in subsequent years. Our employees also enjoy flexible work schedules

NWEA is an equal opportunity, affirmative action employer, and we do not discriminate against employees or job applicants on the basis of race, color, national origin, age, religion, gender, disability, sexual orientation, veteran status, or any other status or consideration protected by local, state and federal laws, except where a bona fide occupational qualification applies. Equal opportunity applies to hiring, promotion, training, compensation, and any other organizational action. NWEA's written Affirmative Action Plan is available to all employees and job applicants upon request

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