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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’s 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.
POSITION TITLE: Strategic Accounts Director
POSITION OBJECTIVE: In this new position, lead a newly-formed team of high-performing senior strategic relationship managers dedicated to deepening and expanding Corporate Learning’s most prized clients and prospects. This team, through strategic planning, relationship building, and the orchestration of key resources, will partner with senior and executive level decision makers and become a trusted advisor to these companies and partner with them to create innovative HBP solutions that impact their business results. At times, they will need to collaborate across Corporate Learning, Harvard Business School Executive Education, Faculty and HBX to design leadership solutions that enable their clients to effect broad scale change within their organizations.
RESPONSIBILITIES: • Develop and implement both short and long-term strategic plans for this targeted portfolio that achieve and surpass ambitious revenue and total contract value (TCV) goals o Coach and inspire each Strategic Account Manager to represent HBP and their clients most effectively o Support the team in influencing the internal organization to accurately assess the business impact of innovations and advocate when appropriate o Utilize key dashboard metrics to analyze results; in consultation with strategic relationship managers, revise course of action to close deals, improve effectiveness, change course, etc. o Develop and manage accurate sales forecasts. Communicate forecasts regularly to management while consistently meeting or exceeding revenue targets o Represent the corporate market within HBP through feedback on our products, solutions and services and suggest ideas for new subjects, products and services o Report on competitive intelligence to product development and marketing groups • Collaborate and develop new ways of working with Harvard Business School’s Executive Education team to create comprehensive/integrated leadership development experiences for leaders within some of the world’s leading brands o Using shared goals and objectives, lead the Strategic Accounts Team (SAT) team through a changing landscape by focusing on meeting client needs • Actively collaborate with U.S. and international sales management teams to maximize the effectiveness of our global sales efforts • Take on special assignments as needed
You’re an Ideal Candidate for this Role if You: • Have been a top performing leader in the professional services, corporate education or related industries • Have been recognized for past success in selling to the executive level within large global corporations • Have a proven track record of driving performance and sales growth along with demonstrated expertise in consultative selling techniques • Have a demonstrated ability to lead a strategic accounts team to success • Have a demonstrated growth mindset • Have led a team to achieve results through change / reorganization • Have developed and executed strategic objectives through the development of processes that enable accurate forecasting, drive performance, and achieve financial targets • Lead by listening, conveying visions and purpose, demonstrating integrity in all things, and building the trust of your team
REQUIREMENTS: • Minimum of a four-year degree from an accredited college (MBA preferred) • Believe in the mission of Harvard Business Publishing and the power of leadership • Ability to influence at all levels of an organization; highly collaborative, diplomatic, resilient and open-minded with colleagues, clients, partners • Strong negotiation and excellent communication skills, both verbal and written • Ability to work in, lead others, and make progress through ambiguous situations • Ability to manage a variety of potentially conflicting demands, set priorities, and document results • Ability to analyze complex data and develop targeted recommendations • Must be willing and able to travel frequently