The Senior Director, SaaS and K-12 Licensing serves as the subject matter expert for ETS K12 Intellectual Property (IP) in support of the Business Development unit's annual growth targets. It is responsible for the licensing of ETS IP, specifically K-12 products including the Winsight product suite, ranging from the summative and benchmark item pools, scenario-based tasks, assessment literacy modules, reading diagnostic assessments and lesson planning tools in support of a classroom suite. The individual cultivates relationships with external partners globally to result in a licensee, distributor or reseller arrangement resulting in value-creation for the third party and ETS financial growth. The incumbent will work closely with the K-12 Business Unit and New Product Development to support the commercialization (go to market) of new products. This role will also create an end to end Software-as-a-Service (SaaS) strategy for a series of ETS applications. The incumbent will be tasked with refining that model and developing a strategy for how it would apply to multiple ETS systems and services. This will include significant cross-functional team facilitation to determine product roadmap and investment priorities that would enable a suite of financially viable, competitive SaaS offerings. This role will be responsible for the sales/licensing of the ETS IBIS solution.
Cultivate relationships with partners, both domestic and global to identify opportunities for ETS IP (intellectual property) resulting in a contractual agreement.
Serve as the product owner for ETS's existing K12 IP.
Execute business agreements to attain annual financial objectives.
Manage the proposal/bid development process inclusive of value proposition development, competitive positioning, financial modeling, and pricing.
Support the commercialization of new product offerings including the go-to-market strategy.
Provide market intelligence to support creation of new capabilities.
Develop an end-to-end strategy for an ETS SaaS (software as a service) product suite inclusive of market drivers, value proposition, feature roadmap, pricing, marketing and support plan; lead a cross functional team to develop the strategy.
Responsible for the sales/licensing of ETS IBIS.
Train other Business Development staff on the K12 and market and associated ETS IP to support identifying potential partners.
Identify and participate in select Conferences to raise the visibility of and create opportunities for ETS IP licensing.
Utilize Salesforce CRM to track all opportunities from Prospecting through Closed stages.
Experience and Skills
Education, Certifications, or Special Licenses:
Bachelor's degree or equivalent combination of education, training, and experience
Master's degree preferred (Business, Education, Social Sciences)
Relevant Years of Experience:
ETS requires all new hires to either certify that they have been fully vaccinated or request and obtain an exemption due to medical or religious reasons by their start date.
EDUCATIONAL TESTING SERVICE is an Equal Opportunity and Affirmative Action Employer of Women and Minorities.
EDUCATIONAL TESTING SERVICE is an Equal Opportunity and Affirmative Action Employer of protected Veterans and Individuals with Disabilities.
EDUCATIONAL TESTING SERVICE is a Drug-free workplace.
Educational Testing Service