Partner Development Manager

Discovery Education is looking for a Partner Development Manager to join our Partner Success Team.

Our Partner Success Teams empowers school leaders throughout their relationship with Discovery Education. From onboarding to thought leadership with a goal of renewal and growth, we partner with our users to maximize their experience with our products and services.

As Partner Development Manager, you will be responsible for account management, renewals, growth and an outstanding partner journey.

This is a remote role in NY that requires travel within your territory during peak sales cycle (approximately 30% of your time).

Ideally, we are looking for candidates that are NYC based with a strong understanding and relationships with key decision makers and influencers across NYC K-12 schools.

What You Will Do:

• Build, maintain & strengthen relationships using a top down, consultative model and develop a proactive approach to territory management that assess and anticipates the impact EdTech trends and our competitors' offerings will have on our products and services.
• Leverage your understanding of your territory's sales goals and objectives for all accounts to analyze and find sales opportunities using demographics, education trends, funding and other key external influences.
• Negotiate proposals and contracts that drive profitable growth and Discovery Education's business objectives.
• Regularly communicate territory and pipeline updates with your management team and update and maintain accurate and timely records and business development activity within our CRM tools (Salesforce, Gainsight and Looker) and create and coordinate development reports and outreach dashboards.
• Demonstrate exceptional interpersonal, written/verbal communication, organizational, follow-up, consultative sales and presentation skills.
• Lead and steer what may be difficult conversations with clients and drive towards solutions.
• Using your strategic mindset to develop and nurture state-specific goals and objectives.
• Share the success of Discovery Education's existing partnerships with organizations and school districts as part of your prospecting and outreach.
• Implement strategies that ensure and increase usage of Discovery Education products and services and build value with our clients.

• Collaboratively build and deploy structured rollout plans such as user management and professional learning support and track progress ensuring on-time delivery of plans that stay within scope of the partnership.
• Successfully manage and grow assigned accounts within your Book of Business, including renewal reports and prioritizations to help secure renewal and upsell revenues.
• Execute renewal process to ensure timely retention of business.

• Identify at risk accounts due to persistent technical or account issues and escalate and offer solutions to restore customer satisfaction.
• Share your exceptional Discovery Education product knowledge and differentiate our products amongst our competitors.
• Thoroughly understand deals/rates for all Discovery Education products as well as the overall goals and strategic vision of Discovery Education.
• Stay abreast of industry trends, current events, product and technology developments by reading professional publications and research all available resources prospect/product resources and participating in professional organizations.
• Research and understand innovative technologies and industry trends and speak to the impact on Discovery Education's products and services.

• Partner with your colleagues and leaders across the company including Sales and Partner Success VPs and Directors, your Partner Success teammates, Marketing, Legal and Finance to develop strategies that meet and exceed personal and territory goals.
• Work as part of a "min-team" with combined revenue targets.

Requirements

• At least 5-7 years of customer success, account management, and /or sales with a proven track record of successful territory management, consultative sales and exceptional client relations.
• Proven track record of success in revenue goal/quota achievement.
• MS Office proficiency as well as experience with CRM tools with a preference for Salesforce, Gainsight, Looker and Vidyard preferred.
• Strong interpersonal, presentation, organizational and verbal/written communication skills, attention to detail and the ability to manage a diverse workload.
• A growth mindset with a team player mentality and a motivation to help others succeed as much as you individually succeed.
• Bachelor's degree or an equivalent combination of skills, training and experience.
• Legal right to work in the United States.

Benefits

• Flexible PTO.
• Paid holidays include Thanksgiving, Christmas, and New Year's Eve.
• Generous parental leave.
• Annual education and professional development dollars.
• Major medical, vision, and dental (multiple choices).
• Summer hours and company recharge days.
• Company-paid life insurance and short- and long-term disability.
• Fitness and cell phone reimbursement.
• Pet insurance.
• Company paid volunteer hours.

Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the diverse and culturally rich communities that we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disabled status or, genetic information.