Managing Director, Forage Partner Success and Operations

EAB

  • Washington DC
  • $91,500 per year
  • Permanent
  • Full-time
  • 1 month ago
, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our .For more information, visitThe Role in Brief:Managing Director, Forage Partner Success and OperationsThe Managing Director is responsible for directing, developing and maintaining relationships with companies or organizations that are active partners of Forage’s Talent products, with the goal of driving utilization and impact to help secure the renewal and upsell of the product portfolio. They will play a critical role in crafting strategy on how to best serve this constituency and support our relationships with executives (CHROs, Heads of Recruiting, etc.) and team at each partner institution. In addition, the Managing Director will oversee the Forage production and implementation team from a leadership and strategy perspective.The Managing Director will be expected to become familiar with Forage offerings, as well as EAB Seramount’s broader Talent product portfolio, in order to effectively communicate services and deliverables to ensure high quality service and upsell. The Managing Director will manage a group of Success Leaders and Production staff, overseeing their renewal and service pools, and will own escalated partner work for our most complex and at-risk partnerships, in collaboration with Forage’s Account Management and Sales teams. This role provides internal and external leadership, enabling the team to further drive commercial, impact and renewal activities. As manager for a group of Success Leaders and Production staff, the Managing Director assumes primary responsibility for leadership, coaching, mentorship, performance evaluation, employee development and training support of their assigned team.The Managing Director will also work collaboratively with broader commercial leadership, sales leadership, marketing, and the product team to strengthen and direct partner relationships, promote partner utilization, impact and engagement, influence product, service, and implementation strategy, and impact overall renewal rates.The Managing Director reports to the Vice President and General Manager of Forage.This position is also posted at the Senior Director level; applicants are being considered at both levels for the single opportunity.This position may be based in Washington D.C.; Richmond, VA; or is open to remote employment within the continental United States.Primary Responsibilities:
  • Partner Knowledge & Engagement:
  • Lead virtual and occasional in-person meetings with partner executives on issues related to partner KPIs, utilization, impact, and relationship health. Conduct consultative one-on-one presentations to educate partners on our services, acting as an escalation point for the team.
  • Manage team against developing a deep knowledge of partner priorities. Manage team against Salesforce and other data tracking and reporting, ensuring high quality and timely compliance
  • Help Forage’s Account Managers (AM) team review and understand partner strategic plan and map relevant offerings. Work with team to contribute to forecasting process across renewals and upsell.
  • Understand partner internal politics and key influencers.
  • Support Success Leaders in providing partners with a unique perspective on improving organizational outcomes; could mean challenging partner assumptions.
  • Market Intelligence:
  • Monitor and communicate partner and market interests and trends across programs to Partner Development, Product, Success delivery teams, as well as Forage and Commercial leadership, on a regular and ongoing basis.
  • Drive product and service strategy by acting as a voice of the market and thought partner to broader leadership.
  • Industry and Content Knowledge
  • External
  • Develop deep understanding of key industry and segment issues and challenges.
  • Understand Forage’s point of view on industry issues.
  • Internal
  • Develop deep knowledge of Forage offerings.
  • Support team in developing the voice of the market across Seramount and EAB.
  • Help develop best practices/scripting/collateral to improve overall service delivery.
  • Internal Collaboration: Partner with Partner Development, Commercial Strategy & Operations, Product, Student Marketing, Strategy & New Ventures, Account Management, Implementation teams to drive value, set go-to-market strategy, impact & renew partners, while innovating as necessary to help shape the product strategy/roadmap and grow the business and its impact.
  • Production Support: lead the Production support team from a leadership and implementation strategy perspective.
  • Leadership & Management:
  • Manage a team of Success Leaders and Production staff, driving excellent in service, impact, and implementation delivery, and renewal/commercial outcomes.
  • Support team on renewal & service process, strategy & execution, including pipeline management, diagnostic and renewal call acquisition strategy, call preparation and scenario planning, renewal and contract strategy development and execution, negotiations, product/content knowledge, service mapping and impact interaction planning, identifying and documenting impact stories, and other ongoing skill development.
  • Coordinate with Forage, Seramount, and EAB Commercial leadership on broader revenue and go-to-market strategy.
Basic Qualifications:
  • Bachelor’s Degree from an accredited College/University
  • 10-12+ years of relevant full-time experience
  • Experience in Sales, Account Management, Partner Success and/or the equivalent; with a commercial revenue quota and proven record of success
  • Ability to communicate effectively, both oral and written, with senior executives
  • Willingness to travel up to 30% (with heavy virtual partner facing expectation of up to 60%)
  • Proven staff management or formal mentorship and coaching experience
  • Valid driver's license
  • Must possess a minimum of eight years of post-graduate experience in at least one of the following:
  • Experience delivering client presentations, facilitating discussion
  • Client Management experience
Ideal Qualifications:
  • Professional experience serving enterprise accounts and managing corporate commercial relationships
  • Deep understanding of Forage’s target customer market (ideally) or passion for and ability to quickly develop expertise within corporate HR and recruitment landscape
  • Experience managing a Partner Success team including skills coaching, staff career management/pathing, pipeline management, service strategy and utilization management, and motivating toward goals
  • Experience working with product and delivery teams to drive innovations and influence offerings in support of market and partner feedback and trends
  • Analytical thinking skills and ability to manage processes, projects, and operations
  • Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration.
If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day.Compensation:The anticipated starting salary range for this role is $91,500 - $135,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, including, without limitation, individual and organizational performance.Benefits:Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:
  • Medical, dental, and vision insurance plans; dependents and domestic partners eligible
  • 20+ days of PTO annually, in addition to paid firm and floating holidays
  • Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
  • 401(k) retirement savings plan with annual discretionary company matching contribution
  • Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
  • Employee assistance program with counseling services and resources available to all employees and immediate family
  • Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
  • Fertility treatment coverage and adoption or surrogacy assistance
  • Paid parental leave with phase back to work program for birthing and non-birthing parents
  • Access to milk shipping service to support nursing employees during business travel
  • Discounted pet health insurance coverage for dog and cat family members
  • Company-provided life, AD&D, and disability insurance
  • Financial wellness resources and membership in a robust employee discount program
  • Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities
Benefits kick in day one; learn more at .This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

EAB