• 2-minute read •
Job Description:
The Director Market Development, Private & Charter Segment is responsible for providing strategic segment leadership across the educational partnership team, specifically in the areas of sales development and team sales support. This leader will analyze and identify the unique needs of this segment, and translate those needs into actionable plans that address what we need to do to increase our market share and grow the business.
Adjacent to the US K-12 market for public schools and districts, the private & charter school segment constitutes roughly 25,000 schools. The Director, Market Development for Discovery Education is responsible for the overall of this segment, through partnership development, marketing, market development, influence and channel management. The position will work directly with assigned major systems-level partners, and support the activities and needs of multiple distinct partner sales teams, the inside sales team, and the renewal sales team.
Overall strategy should ensure that the Discovery Education partnership team is maximizing our opportunities in this segment.
Responsibilities:
1. Personally develop a new partner base and pipeline through multi-school partnerships with these organizations:
2. The top 195 Catholic dioceses in the US K-12 space;
3. The top 40 charter CMO’s with school site counts >10.
4. Demonstrate passion, knowledge, and aspiration for this market; adhere to the partnership “IC Map”:
5. Build and sustain meaningful relationships with decision makers and influencers;
6. Demonstrate industry and product knowledge;
7. Engage in consultative selling and strategy skills;
8. Exhibit optimal communications and collaboration skills.
9. Understand the unique imperatives & needs for private & charter schools, their superintendents, CMO executives, curriculum & professional development leads; how to engage & address; key messages in support of successful outreach; key issues and pain points.
10. Produce private & charter school shows, seminars, events, and webinars that maximize Discovery Education exposure opportunity.
11. Leverage all Discovery Education events, STEM academies, DEN meetings and marketing seminars to drive market segment exposure and awareness.
12. Capture a “DE point of view” on this space, and present in public speaking engagements at key charter & private school forums, conferences & shows.
13. Support & influence the regional partnership teams in identifying & targeting this market; communicate at all target team meetings, communications, publishing “how to” guides, responding to all inbound requests for campaigns or special partner outreach in all regions.
14. Coaching on opportunities with team members or collaborating as needed to win the business.
15. Support the efforts of the Inside Sales teams & Renewal teams in managing single school renewal upgrade opportunities, as well as sales to charter schools <10 sites.
16. Maintain monthly “synch” meeting with Inside Sales, reviewing pipeline, issues & opportunities, programs & campaigns, needs, etc.
17. Work closely with Marketing to develop specific materials for key events, conferences, webinars and shows in both private & charter.
18. Demonstrate exceptional knowledge of all Discovery Education services.
19. Present overview of Discovery Communications, Discovery Education and services in an exemplary and consistent manner.
20. Work with educational experts across DE to understand the instructional, assessment, and pedagogical connections between all products and best educational practice within this segment.
21. Maintain an understanding of industry trends, current events, anything that may impact the business by reading professional publications, researching all available prospect/product resources and participating in professional organizations within the private & charter school segment.
22. Build credibility within the market with educational partners regarding current educational topics and trends (i.e. common core, funding, legislation, technology, charter state-level issues, etc.).
23. Work closely with the Senior Vice President to continually examine ways in which to drive new approaches that address this segment.
24. Interact directly with senior management across Discovery Education to articulate growth opportunities and provide leadership related to general strategy and overall business growth.
25. Work across all functional teams throughout the division to coordinate activities related to successful partner identification and implementation.
26. Adhere to budget by managing travel and account management expenses appropriately.
27. Demonstrate exceptional interpersonal, organizational and presentation skills.
28. Maintain a thorough understanding of Discovery Education’s overall goals and strategic vision.
29. Understand new technologies and industry trends and be able to speak to how they impact Discovery Education and specifically our private & charter segment partners.
30. Meet with key internal and external stakeholders on a regular basis.
31. Establish strong relationships will all internal and external partners.
32. Communicate workload focus on a regular basis (daily, weekly, etc.).
33. Demonstrate a “problem-solving solution-oriented” approach.
34. Maintain clear & complete account files (ensuring ease of information sharing) in both Salesforce and Box.
35. Be knowledgeable of and adhere to all company policies and procedures.
Requirements:
* Senior-level experience in the educational sector related to sales, sales development, relationship management, market development, and influence management.
* Deep knowledge of K-12 space. Minimum of seven to ten years experience marketing and implementing educational systems for K-12 partners with proven record of success.
* Masters degree or an equivalent combination of skills, training and experience.
* Strong communicator — interpersonal, presentation, organizational and verbal/written communications skills required.
* Attention to detail.
* Self motivated, flexible, ability to work independently - without many resources.
* Strong collaborator; very good listener.
* Strategic – build enduring relationships at the executive director or superintendent level.
* Professional, represents the Discovery Education team well in all matters.
* Focused, resilient, accountable, responsive; bias toward action.
* Demonstrates credibility in all interactions.
* Totally focused on partner success.
* Ability to manage a diverse workload.
* Ability to work as a team within a fast-paced environment.
* Must have legal right to work in the United States
Pass it on for Referral Bonus. Not the right role for you, but know someone we should meet? Share with him to earn $1,000 referral bonus.
Job Description:
The Director Market Development, Private & Charter Segment is responsible for providing strategic segment leadership across the educational partnership team, specifically in the areas of sales development and team sales support. This leader will analyze and identify the unique needs of this segment, and translate those needs into actionable plans that address what we need to do to increase our market share and grow the business.
Overall strategy should ensure that the Discovery Education partnership team is maximizing our opportunities in this segment.
Responsibilities:
1. Personally develop a new partner base and pipeline through multi-school partnerships with these organizations:
2. The top 195 Catholic dioceses in the US K-12 space;
3. The top 40 charter CMO’s with school site counts >10.
4. Demonstrate passion, knowledge, and aspiration for this market; adhere to the partnership “IC Map”:
5. Build and sustain meaningful relationships with decision makers and influencers;
6. Demonstrate industry and product knowledge;
7. Engage in consultative selling and strategy skills;
8. Exhibit optimal communications and collaboration skills.
9. Understand the unique imperatives & needs for private & charter schools, their superintendents, CMO executives, curriculum & professional development leads; how to engage & address; key messages in support of successful outreach; key issues and pain points.
10. Produce private & charter school shows, seminars, events, and webinars that maximize Discovery Education exposure opportunity.
11. Leverage all Discovery Education events, STEM academies, DEN meetings and marketing seminars to drive market segment exposure and awareness.
12. Capture a “DE point of view” on this space, and present in public speaking engagements at key charter & private school forums, conferences & shows.
13. Support & influence the regional partnership teams in identifying & targeting this market; communicate at all target team meetings, communications, publishing “how to” guides, responding to all inbound requests for campaigns or special partner outreach in all regions.
14. Coaching on opportunities with team members or collaborating as needed to win the business.
15. Support the efforts of the Inside Sales teams & Renewal teams in managing single school renewal upgrade opportunities, as well as sales to charter schools <10 sites.
16. Maintain monthly “synch” meeting with Inside Sales, reviewing pipeline, issues & opportunities, programs & campaigns, needs, etc.
17. Work closely with Marketing to develop specific materials for key events, conferences, webinars and shows in both private & charter.
18. Demonstrate exceptional knowledge of all Discovery Education services.
19. Present overview of Discovery Communications, Discovery Education and services in an exemplary and consistent manner.
20. Work with educational experts across DE to understand the instructional, assessment, and pedagogical connections between all products and best educational practice within this segment.
21. Maintain an understanding of industry trends, current events, anything that may impact the business by reading professional publications, researching all available prospect/product resources and participating in professional organizations within the private & charter school segment.
22. Build credibility within the market with educational partners regarding current educational topics and trends (i.e. common core, funding, legislation, technology, charter state-level issues, etc.).
23. Work closely with the Senior Vice President to continually examine ways in which to drive new approaches that address this segment.
24. Interact directly with senior management across Discovery Education to articulate growth opportunities and provide leadership related to general strategy and overall business growth.
25. Work across all functional teams throughout the division to coordinate activities related to successful partner identification and implementation.
26. Adhere to budget by managing travel and account management expenses appropriately.
27. Demonstrate exceptional interpersonal, organizational and presentation skills.
28. Maintain a thorough understanding of Discovery Education’s overall goals and strategic vision.
29. Understand new technologies and industry trends and be able to speak to how they impact Discovery Education and specifically our private & charter segment partners.
30. Meet with key internal and external stakeholders on a regular basis.
31. Establish strong relationships will all internal and external partners.
32. Communicate workload focus on a regular basis (daily, weekly, etc.).
33. Demonstrate a “problem-solving solution-oriented” approach.
34. Maintain clear & complete account files (ensuring ease of information sharing) in both Salesforce and Box.
35. Be knowledgeable of and adhere to all company policies and procedures.
Requirements:
* Senior-level experience in the educational sector related to sales, sales development, relationship management, market development, and influence management.
* Deep knowledge of K-12 space. Minimum of seven to ten years experience marketing and implementing educational systems for K-12 partners with proven record of success.
* Masters degree or an equivalent combination of skills, training and experience.
* Strong communicator — interpersonal, presentation, organizational and verbal/written communications skills required.
* Attention to detail.
* Self motivated, flexible, ability to work independently - without many resources.
* Strong collaborator; very good listener.
* Strategic – build enduring relationships at the executive director or superintendent level.
* Professional, represents the Discovery Education team well in all matters.
* Focused, resilient, accountable, responsive; bias toward action.
* Demonstrates credibility in all interactions.
* Totally focused on partner success.
* Ability to manage a diverse workload.
* Ability to work as a team within a fast-paced environment.
* Must have legal right to work in the United States
Pass it on for Referral Bonus. Not the right role for you, but know someone we should meet? Share with him to earn $1,000 referral bonus.
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