[Hiring] Sr NWEA Account Executive - International @HMH

Role Description

The Sr. Account Executive role on the NWEA International team involves acquiring new customers (Partners) and enhancing NWEA’s leadership position. This position operates within a team, led by a Sr. Director, focused on securing new International Partners within an assigned territory. Additionally, the Sr. Account Executive partners with an Account Manager, who concentrates on the renewals, retention, and growth of existing Partner relationships. The key areas of focus for Sr. Account Executives include:

• Identifying and building strategic relationships in accounts
• Lead development and qualification
• Acquiring new NWEA Partners
• Establishing territory plans to drive selling activity
• Successfully managing the sales pipeline of opportunities
• Collaborating with the extended HMH Global Sales Team and NWEA organization, including Marketing and Support

Responsibilities

• 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 with Coach and Professional Development
• Ensure that NWEA reaches a high level of account penetration in each account
• Drive revenue growth through acquisition of new, strategic, and large Partners
• Demonstrate strategic ownership of the assigned territory
• Develop and own a territory strategy to penetrate and grow the assigned geographic region
• Provide mentorship and coaching to fellow Account Executives as assigned
• Participate in and facilitate Partner participation in informing NWEA product strategies
• Act as a strategic and knowledgeable liaison between partners and multiple divisions of the HMH Global Sales Team and 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
• Use Salesforce to manage Partner opportunities and pipeline
• Present price, credit, and terms in accordance with standard procedures
• Travel as required, up to 60% with trips often requiring extended stays
• 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 offerings
• Aptitude to inspire, unify, and lead cross-organizational teams
• Consistently apply proven sales methodology
• Excellent project management and organizational skills
• Exhibit excellent written and verbal communication skills
• Cultural awareness and ability to adapt communication to cultural norms
• Bi-Lingual (Arabic) preferred
• Ability to conduct business and sales presentations
• Demonstrate commitment to the NWEA mission and culture
• Ability to successfully manage sales relationships, pipeline, and opportunities in CRM system (Salesforce preferred)
• Exhibit knowledge of the international education market
• Effectively work with the HMH Global Sales team and NWEA organization
• Must be able to perform the physical and intellectual requirements of the role, with or without accommodation

Education and Experience

• Minimum bachelor’s degree in education, business or a related field required
• Preferred 5+ years field sales experience and selling to the international educational market
• Experience initiating, acquiring and growing large and strategic accounts
• Experience with NWEA products, services, procedures and implementation preferred
• Deep understanding of K-12 education industry and assessment methods