Director, Channel Management

at Educational Testing Service in Springfield, Illinois, United States

Job Description

About ETS:

For more than 75 years, we have amplified products and services based rigorous research and our belief in the power of learning. Driven by our mission to advance quality and equity in education, ETS provides learning solutions, pioneering research and trusted assessments that help guide learners around the world on their path to new possibilities.

Our portfolio of trusted measures include

TOEFL®, TOEIC®, GRE® and Praxis®

. Along with research, development and innovation that explores new frontiers in learning and measurement our educational measurement solutions and research contribute to the development of new methods and tools, inform important dialogue with education policymakers, and shed light on critical issues and potential solutions – all with the aim of creating a world where all learners can improve their lives through education.

With new senior leadership at the helm, ETS aims to continue changing the lives of all learners as we expand our organization’s global footprint. Our goal is to remain at the forefront of assessment and measurement efficacy within the education and ed tech space as it continues to grow and evolve.

The Director, Channel Management directs the work of individuals and teams who have Channel Management accountabilities

and has responsibility for client relations across an entire market/regional segment or large client with several contracts. This

role is responsible for a significant piece of ETS’ LROP (Long Range Operating Plans) strategy. Additionally, the incumbent directs

the activities of an entire function or multiple functions through other managers and senior professionals and interprets strategy for organizational execution.

Client Relationship Management

+ Create, interpret, and execute Strategic Vision for client relationships.

+ Direct activities of the entire line and across ETS to ensure consistent one voice of ETS to the client.

+ Coach ETS matrix team to ensure a clear set of client expectations regarding contract scope, schedules, and deliverables.

+ Nurture and maintain strong relationships with existing channel partners, providing necessary support and resources to maximize their performance.

Contract Management/Change Requests

+ Accountable for managing contract negotiations and agreements with support from General Counsel and Finance as needed.

+ Ensure contracts stipulate on-time payments of receivables.

+ Set and achieve sales targets and KPIs for the channel, monitoring performance and making data-driven decisions to improve results.

+ Manage and organize TOEFL presence at partner conferences and events in the region.

Business Development

+ Maintain, cultivate, and grow client/market relationships and or business partnerships.

+ Represent ETS to institutional and government constituents.

Financial Management

+ Influence and significantly contributes to RFP process.

+ Actively work to ensure LROP margins are met.

+ Actively work to ensure advantageous cashflow agreements.

+ Develop and manage budgets for channel initiatives and promotional activities.

+ Adhere to ethical standards and comply with the laws and regulations applicable to your job function.

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+ Business Acumen: Understands profitability drivers and business interrelationships, maintaining a market-focused approach to decision-making.

+ Customer Focus: Anticipates and responds to customer needs, remaining sensitive while delivering services.

+ Judgment: Analyzes and compares data and situations to make valid conclusions.

+ Negotiation: Compromises cooperatively to achieve mutually satisfactory results.

+ Formal Presentations: Prepares and delivers effective presentations tailored to the audience.

+ Client Relationships: Develops and maintains beneficial client partnerships with positive attitudes and open communication.

+ Communication: Excellent verbal, written and interpersonal communication skills · Product Knowledge: Understands company products and services and applies this knowledge to tasks.

+ Facilitation: Expedites processes efficiently, particularly in meetings and product/service delivery involving others.

+ Marketing Strategic Planning: Plans marketing objectives, resources, operations, and policies, incorporating market research, competitive analysis, product positioning, and promotion.

+ Bachelor’s degree required.

+ MBA, Ph. D or Advanced Degree in Education, Education Measurement, or Product Content is preferred.

+ 7+ years working in client/constituent organization.

+ Experience in Account Management in Publishing, Education-related fields, Sales & Marketing, Business Development.

ETS believes in a Total Rewards philosophy for our employees, and they include:

+ Health, Vision, Dental insurance plans to choose from

+ Generous continuous learning support, from individual learning grants to up to 6 classes a year for tuition reimbursement as well as on-line learning access!

+ Generous PTO and vacation time to balance your work and life

+ Additional 8 hours of PTO for volunteer work

+ Retirement plan (401(a)) and traditional Roth (403b) with company contribution

+ Commuter Benefits, Pet Insurance, 1 year subscription to Calm App

ETS is mission driven and action oriented

+ Diversity, equity, inclusion, and belonging is at the forefront of the ETS employee’s daily work. To further foster an inclusive environment ETS is home to a wide variety of Affinity groups that celebrate the diversity of our talented employees.

+ How about cultivating growth, innovation, and continuous transformation for the next generation of rising professionals as leaders? ETS offers multiple Business Resource Groups (BRG) for you!

+ Are you passionate about volunteering and being active in your career and community? ETS offers our Center for Advocacy & Philanthropy (CAAP) where we encourage ETS employees to become active volunteers in their communities and schools through the ETS Cares Giving Campaign. Our employees can support any 501c3 or eligible charity of their choice.

ETS is an Equal Opportunity Employer comprised of people with different experiences, strengths, and backgrounds who share a passion for advancing quality and equity in education. We are dedicated to building teams that reflect the various backgrounds, experiences, and identities of those we serve. The Talent Acquisition team strives to ensure candidates enjoy a fair and equitable hiring process. We believe our differences empower us to be a better team, making better decisions and delivering better results.