Careers | Harvard Business Publishing
Director, Partnerships & Alliances, HBP China
International Sales & Distribution
Full Time
Remote
2/28/2018
JO-1712-1081

Harvard Business Publishing (HBP) was founded in 1994 as a not-for-profit, wholly owned subsidiary of Harvard University. Its mission is to improve the practice of management and its impact in a changing world. Harvard Business Publishing has approximately 400 employees, primarily based in Boston with offices in New York City, India, Singapore, and the United Kingdom. The company comprises three market groups: Higher Education, Harvard Business Review Group, and Corporate Learning. Through these publishing platforms, Harvard Business Publishing can influence real-world change by maximizing the reach and impact of its essential offering — ideas.

Harvard Business Publishing Corporate Learning partners with clients to create world-class leadership development solutions for managers at all levels in global organizations and governments. We leverage the management insight, thought leadership, and expertise of Harvard Business School faculty and Harvard Business Review authors to provide solutions that are relevant to today’s most pressing business challenges. For more than 20 years, we have developed and delivered innovative, technology-enabled solutions that drive meaningful business results.

Summary:

The Director, Partnerships & Alliances - China is based in Shanghai or Beijing, with reporting to the SVP, International and a dotted line reporting to the VP Global Sales for Corporate Learning (CL).  The Director is responsible for supporting our Exclusive Distributor in China, as well as the development and implementation of HBP’s business strategy in China.  It involves working closely with our Distributor in China to support them, with the goal of helping them succeed and ensuring their performance in line with the Distribution arrangement.  It involves working with the Distributor to develop strategic relationships with targeted corporate clients in China and with Harvard Business School (HBS) colleagues and other stakeholders in the region.  In addition to the above CL distributor relationship, the Director is also responsible for identifying opportunities for strategic partnerships for HBP (across its businesses), and executing and managing such partnerships.  

Key Responsibilities:

•    Based on HBP’s strategy in China, identify opportunities for strategic partnerships and alliances (across business lines)
•    Work with colleagues in Boston to execute on partnerships/alliances and thereafter manage such partnerships
•    Specifically for the CL business, work with colleagues at HBP to continually develop and implement overall strategy for the China Region by working with the Distributor, key companies, influencers and partners in the region
•    Provide active support to our exclusive CL Distributor in China to drive their success in China.   Coordinate closely with appropriate teams at HBP-Home Office so that the Distributor has the necessary inputs on products, content, research, revenue forecasting, positioning, best practices and marketing materials to leverage in China.   Position Distributor well and join them in customer meetings, where appropriate
•    Manage all aspects of the relationship with our Distributor in China and provide the HBP team with inputs on their performance, capabilities, quality and client feedback on content and delivery
•    Develop and manage revenue and expense budgets and forecasts for the region in coordination with the Distributor in China
•    Represent the regional CL market within HBSP through feedback on our current products and services, and through suggesting new “market-based” offerings.   Report regularly on key relevant market trends and competitive intelligence.
•    Actively collaborate with sales management team to maximize the effectiveness of our global sales effort
•    Support our distributor on their marketing efforts, as appropriate.  Work closely with distributor to generate awareness of the HBP brand and our offerings / impact
•    Collaborate closely with colleagues from the Higher Education, and HBR Group to provide feedback on strategy based on knowledge of the market and opportunities within it.  Proactively make recommendations on new business opportunities and cross market group collaboration in China
•    Coordinate HBP’s efforts in China to find areas to leverage existing partnerships and visits by authors, HBS faculty and HBSP personnel into China.
•    Maintain close and positive relationship with HBS Executive Education and the HBS Shanghai Research Center teams
•    Provide oversight of the use of the Harvard University, Harvard Business School, and Harvard Business Publishing brands in the region
•    Take on special assignments as needed including participation on task forces and teams

Requirements:

•    Broad knowledge and understanding of the corporate, business, economic and governmental environment in China with a demonstrated interest in management and business education
•    At least 10 years of general management experience in a leadership development, consulting or other professional services environment
•    Successful experience in developing and executing growth plans in China for an international organization
•    Track record in developing and managing strategic partnership and alliances
•    Proven track record in driving performance and working collaboratively with multiple stakeholders
•    Excellent communication skills in Mandarin and English, both verbal and written
•    Ability to manage a variety of potentially conflicting demands, set priorities, and document results
•    Experience analyzing complex data and developing targeted recommendations
•    Travel as required
•    High degree of comfort with technology in support of mobile/remote sales efforts

China-based applicants only.

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