Sr. Account Executive, NWEA (SO CA / AZ)

NWEA® is a division of HMH 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.

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities. HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com

Position Summary

The Sr. Account Executive role on the Partner Accounts team is responsible for acquiring new customers (partners) for our growing portfolio of products and services and increasing NWEA’s leadership position in an assigned geography. The Sr. Account Executive works with a regional team, led by a Sr. Director, focused on selling prospect districts from 1,500-25,000 in student enrollment in S. CA and Arizona.

The Sr. Account Executive partners with an Account Manager who is focused on renewals, retention, and growth of existing customer/partner relationships. This Sr. Account Executive position should reside in the LA/OC area. The Sr. Account Executives’ key areas of work is focused on acquiring new partners and includes identifying and building strategic relationships in district accounts, lead development and qualification, establishing territory plans that focus selling activity and successfully managing a sales pipeline of opportunities. Sr. Account Executives will work collaboratively with the extended NWEA organization, including Marketing, Partner Support, Professional Learning, Proposals and other Partner Accounts teams. This role is expected to include a high level of travel.

Responsibilities

- Drive revenue growth through acquisition of new partners in the assigned territory.

- Drive lead development, qualification, and conversion into opportunities and closed sales.

- Actively prospect and close opportunities for NWEA Products and Services, including MAP Growth, MAP Reading Fluency, and Professional Development.

- Demonstrate strategic ownership of assigned territory through knowledge of funding, state initiatives and regulatory mandates.

- Develop and own a territory strategy to penetrate and grow assigned geographic region.

- Personally participate in and facilitate partner participation in informing NWEA product strategies, design, timelines, and development.

- Provide mentorship and coaching to fellow Account Executives as assigned.

- 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 consultative sales process.

- Use Salesforce to manage prospect opportunities and pipeline for new products and services; keep data accurate and up to date; use Salesforce for prospect, pipeline and regional reports and dashboards.

- 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 50%

- 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 offering, resulting in sound business and relationship decisions.

- Assist in defining and evaluating deliverables, parameters and language for partnership and agreements and contracts.

- Aptitude to inspire, unify and work with cross-organizational teams.

- Consistently apply proven sales methodologies

- Strong organizational skills.

- Exhibit excellent written and verbal communication skills, including strong presentation skills.

- Demonstrate commitment to the NWEA mission and culture.

- Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce experience preferred).

- Exhibit knowledge of education market, school and business operations and functions with ability to have impactful conversations with senior school and district contacts and administrators.

- Diverse personal network of educators is a plus.

- Strategic focus in developing and executing territory plans.

- Effectively work with 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.

Competencies

- Business insight - Applying knowledge of business and the marketplace to advance the organization's goals.

- Customer focus - Building strong customer relationships and delivering customer-centric solutions.

- Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.

- Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

- Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

- Drives results - Consistently achieving results, even under tough circumstances.

- Persuades - Using compelling arguments to gain the support and commitment of others.

- Build networks - Effectively building formal and informal relationship networks inside and outside the organization.

- Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

- Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

- Situational adaptability - Adapting approach and demeanor in real time to match the shifting demands of different situations.

Education And Experience

- Minimum bachelor’s degree in education, business or a related field required

- Preferred 5 - 10 years field sales experience and selling to the educational market

- Experience initiating, acquiring, and growing mid-sized and strategic accounts

- Experience with NWEA products, services, procedures, and implementation preferred

- Deep understanding of K-12 education industry and assessment methods

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.