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NWEA, Account Executive

Houghton Mifflin Harcourt

Houghton Mifflin Harcourt

Sales & Business Development
Illinois, USA
Posted on Monday, February 12, 2024

Position: Account Executive

Location: Central Region, preferably Illinois

NWEA® is a division of Houghton Mifflin Harcourt that supports students and educators through research, assessment solutions, policy and advocacy services, professional learning and school improvement services that fight for equity, drive classroom impact and push for systemic change in our educational communities. For nearly 50 years, NWEA has developed innovative pre-K–12 assessments, including their flagship interim assessment, MAP® Growth™ and their reading fluency and comprehension assessment, MAP® Reading Fluency™. For more information, visit NWEA.org to learn more.

Position summary

The Account Executive role on the Partner Accounts team involves acquiring new customers (Partners) and enhancing NWEA’s leadership position in an assigned geography. This position operates within a regional team, led by a Director, focused on securing new Partners in small districts. Additionally, the Account Executive partners with an Account Manager, who concentrates on the renewals, retention, and growth of existing Partner relationships.

The key areas of focus for Account Executives include identifying and building strategic relationships in small accounts, lead development and qualification, acquiring new NWEA Partners and establishing territory plans to drive selling activity. They are also responsible for successfully managing the sales pipeline of opportunities. Account Executives collaborate with the extended NWEA organization, including Marketing and Support, to ensure the needs of our Partners are met.

Responsibilities

  • Drive lead development, qualification, and conversion into opportunities
  • Actively prospect and close opportunities for NWEA Products and Services, including MAP and Professional Development
  • Ensure that NWEA reaches a high level of account penetration in each account, reaching more kids in all districts within an assigned territory
  • Drive revenue growth through acquisition of new, strategic, and large Partners
  • Demonstrate strategic ownership of the assigned territory through knowledge of funding, state initiatives, and regulatory mandates
  • Develop and own a territory strategy to penetrate and grow the assigned geographic region
  • Personally participate in and facilitate Partner participation in informing NWEA product strategies, design, timelines, and development
  • Act as a strategic and knowledgeable liaison between partners and multiple divisions of NWEA
  • Consistently act as a partner advocate, while keeping NWEA mission and objectives in the forefront of all decisions
  • Manage complex sales cycles with multiple stakeholders, both internal and external
  • Demonstrate current knowledge of NWEA Products and Services and the education market, including issues, trends, relevant laws, and competition; inform Partners about features and benefits of products and services on a regular and proactive basis using the consultative sales process
  • Use Salesforce to manage Partner opportunities and pipeline for renewals, expansions, and new products and services; keep data accurate, up-to-date, and comprehensive; use Salesforce for Partner, pipeline, and Regional reports and dashboards for data to drive Partner activity
  • Present price, credit, and terms in accordance with standard procedures and/or contractual requirements. Accurately process and schedule partner transactions, including quotes and orders
  • Travel as required, up to 15%
  • Perform other duties as assigned to ensure the success of the team and the entire organization

Skills and Abilities

  • Able to successfully move deals through the sales cycle, negotiate, and close deals
  • Proven track record of selling success and ability to exceed personal and team goals
  • Skilled in analyzing and translating complex partner requirements into NWEA business offerings, resulting in sound business and relationship decisions
  • Assist in defining and evaluating deliverables, parameters, and language for partnerships and agreements and contracts (for Major, National partnerships)
  • Aptitude to inspire, unify, and lead cross-organizational teams
  • Consistently apply proven sales methodology
  • Excellent project management and organizational skills
  • Exhibit excellent written and verbal communication skills, including high-caliber presentation skills
  • Demonstrate commitment to the NWEA mission and culture
  • Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce preferred)
  • Exhibit knowledge of the education market, school and business operations, and functions with the ability to have impactful conversations with senior school and district contacts and administrators
  • Effectively work with the Partner Accounts team and NWEA organization with demonstrated ability to work effectively with a wide range of individuals and independently
  • Must be able to perform the physical and intellectual requirements of the role, with or without accommodation

Education and experience

  • Minimum bachelor’s degree in education, business or a related field required
  • Preferred 2+ years field sales experience and selling to the educational market
  • Experience initiating, acquiring and growing large and strategic accounts
  • Experience with NWEA products, services, procedures and implementation preferred
  • Deep understanding of K-12 education industry and assessment methods

Benefits and Salary Range

Salary Range: $75K -85K + commissions

Our culture & benefits: https://careers.hmhco.com/culture_benefits

Houghton Mifflin Harcourt (HMH) is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.