Principal, Consulting Partner Development

Principal, Consulting Partner Development
Location: Washington, D.C.
Number: 598615
Job Category: Sales
Job Department: Commercial
Job Family: Professional Sales
Job Type: Full Time
Level: Director



At EAB , 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 recent awards .
EAB is seeking a talented, entrepreneurial and multi-faceted senior individual to serve as a Principal dedicated to growing EAB's consulting business for higher education institutions, generating between ~$3-$5M in consulting revenue annually.
This individual must be skilled commercially, and capable of managing strategic consulting engagements rooted in EAB's core terrains of expertise. This individual must also be willing and able to deliver these engagements, except for the portions residing in Enroll360's strategic enrollment management offering. This position will have a high level of executive visibility externally and require significant, skilled collaboration across and within EAB's lines of business internally to enable excellent project management and ensure the greatest partner impact and experience. 
Note that the consulting business will draw upon existing EAB capabilities only and be delivered by the Principal, as well as by individuals embedded in our lines of business. The business is intended to monetize existing assets, thought leadership and expertise (rather than to find bespoke consulting projects or require the hiring of outside staff) and whenever possible, to do so across multi-year engagements. Additionally, this effort should establish our position as the provider of choice for follow on work that aligns to our E360, Navigate, Edify and Strategic Advisory Services businesses.
The Principal will be responsible for business development and sales activities, project management and successful, timely and impactful delivery. The Principal will report to EAB's Chief Partner Officer.
This Principal may be based in any EAB office (e.g., Washington, DC; Richmond, VA; Bloomington, MN) or may be based remotely within the continental United States.
Primary Responsibilities: The Principal's primary responsibility is growing EAB's consulting business. To fulfil this responsibility, they will need to lead the entire commercial process, including: 
Elevating EAB's profile as a potential consulting partner to education institutionsWith the help of EAB's partner and prospect-facing staff, identifying prospective partners or expansion opportunities for existing partnersDeveloping collateral and publishing blogs to drive opportunitiesPartnering with the RFP team to respond to opportunitiesUsing deep knowledge of education and EAB's areas of expertise to create compelling consulting solutions designed to support prospective partners' goalsThe Principal will need to act as a "solutions architect" pulling from EAB's broad set of capabilities to design solutions for each partner and each projectThe Principal will partner with subject matter experts at EAB during the design processThe Principal will also help deliver the consulting solutions to the partnerSuccessfully negotiating and contracting to closure in a way that tees up additional business opportunityAfter the sale, the Principal will manage and execute delivery of the project, serve as a senior engagement partner and report results to the partner and EAB executive stakeholders. They will also work to facilitate add-on sales of our core products whenever appropriate. This will require:
Using data and research to draw insights, develop recommendations and inform strategic conclusions to address partner needsManaging all partner-facing conversations, addressing partner concerns and trouble-shooting obstacles to successful completionBasic Qualifications: Broad familiarity with EAB and its capabilitiesExcellent writing skills and ideally, visualization/graphical skillsStrong organizational and project management abilitiesWillingness to travel at least 30%10-12+ years' of relevant professional experience, including at least one of the following:Sales experience with a track record of successExperience in, or knowledge of, the education industry (K-12 and higher education) sufficient to be viewed as a strategic thought partner by both organizations and senior leadership at schoolsIdeal Qualifications: Exceptional relationship-building and communication skillsDemonstrated success in partner-facing rolesEntrepreneurial instincts, with creative strengths, an interest in building something new, and a willingness to ideate and design solutionsStrong analytical and problem-solving skillsDeep knowledge of EAB's product offeringComfort with collaboration and management through influenceFacility with the sales and contracting processExperience successfully managing complex projects to timely completionCommitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB's DE&I Promise If you've reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. 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 (base) range for this role is $117,500 - 170,000 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 lucrative uncapped incentive compensation. Variable compensation may depend on various factors, including, without limitation, individual and organizational performance.
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 eligible20+ days of PTO annually, in addition to paid firm and floating holidaysDaytime 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 contributionHealth savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plansEmployee assistance program with counseling services and resources available to all employees and immediate familyWellness 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 assistancePaid parental leave with phase back to work program for birthing and non-birthing parentsAccess to milk shipping service to support nursing employees during business travelDiscounted pet health insurance coverage for dog and cat family membersCompany-provided life, AD&D, and disability insuranceFinancial wellness resources and membership in a robust employee discount programAccess to employee resource groups, merit-based advancement, and dynamic professional growth opportunitiesThis 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.

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