Senior Strategic Relationship Manager

Harvard Business Publishing Watertown , MA 02472

Posted 4 weeks ago

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 other offices in New York, London, Mumbai and Delhi. The company comprises three market groups: Higher Education, Harvard Business Review Group, and Corporate Learning. Through these publishing platforms, Harvard Business Publishing influences real-world change by maximizing the reach and impact of its essential offerings ideas.

Harvard Business Publishing's leadership development unit, Corporate Learning, seeks a Senior Strategic Relationship Manager (SSRM) to support the development of the Corporate Learning business in HBP's East region Detroit Metro area portfolio. The SSRM will develop and enhance the sales and implementation of all HBP's corporate learning products and solutions through direct sales and referrals from partners.

Key Responsibilities:

  • Develop and enhance direct corporate sales of all HBP Corporate Learning products and solutions in the region through relationship building with large existing customers and targeted new business prospects to meet leadership/ management development and business needs

  • Develop and implement a plan to expand HBP brand visibility and business presence in the portfolio

  • Support the development and execution of a business strategy - identifying key segments, clients, new business and expansion plans for the portfolio

  • Support the attainment of region and team gross sales revenue goals for Corporate Learning products and blended learning solutions

  • Provide market and client feedback from Corporate clients in the region to key internal groups like Product Development, Learning Services, Marketing, etc.

  • Follow up on Leads and Inquiries sourced by Team Partners as appropriate to support the business

  • Use Salesforce CRM system to manage calls, contacts, accounts, opportunities and forecast

  • Represent oneself and brand with standards consistent with those of Harvard Business School and Harvard Business Publishing

Requirements:

  • MBA/MS desirable

  • 10-12 years of documented success in a regional/ territory business management role with strong track record of growth and focus on sales/ account management serving the training or consulting industry. Knowledge of Training, Management Development and Leadership Development Industry required

  • Account Management: Bring appropriate internal resources to bear, delegate activities while retaining accountability for all outcomes

  • Relationship Skills:
    Build and maintain personal rapport with clients

  • Consultative approach: Ability to ask relevant questions, assess business needs, define problems, and focus on business outcomes and solutions

  • Intellectual capability: Ability to diagnose complex issues and think on one's feet

  • Broad-based business knowledge: General management view of an organization (understands numerous functions and their interactions)

  • Communication skills: Ability to present effectively in person and over the phone and WebEx to groups of many sizes, facilitate meetings, utilize strong written and spoken command of the English language, for written and oral presentations

  • Sales Skills:
    Proficiency in consultative selling, as demonstrated by past success in selling to the executive level within large corporations.

  • Ability to target, qualify and build pipeline quickly, outbound lead and new business generation experience, strong organization and time management skills, ability to plan, organize and establish priorities to meet goals and achieve results

  • Familiarity/comfort with CRM systems; experience with Salesforce.com, Eloqua and LinkedIn Sales Navigator ideal

  • Must be willing and able to travel frequently

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon
lc_ad

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Strategic Relationship Manager Middle East

Harvard Business Publishing

Posted 2 weeks ago

VIEW JOBS 4/7/2019 12:00:00 AM 2019-07-06T00:00 About Harvard Business Publishing: Harvard Business Publishing (HBP) is an idea-driven company with a commitment to improving the practice of management. We're a wholly owned subsidiary of Harvard University serving customers across three primary markets: educational institutions, corporations, and individual managers. The Corporate Learning division of Harvard Business Publishing provides blended learning and online performance support solutions that address leadership development for emerging and experienced leaders and managers. Job Summary: The primary function of the Strategic Relationship Manager (SRM) is to support the development of Harvard Business Publishing's Corporate Learning business in the region by developing and enhancing marketing, sales and implementation practices for all of HBP's corporate learning products and solutions through multiple channels, including direct client/prospect outreach, as well as by collaborating with and supporting our existing distribution partner in the region. This role is based in Dubai and candidates must have experience working in KSA. This role focuses on identifying and supporting large new customers and targeted new business prospects (Forbes 2000 corporations from the region, and global multinational clients on the Forbes 500 list) to meet their leadership/management development and business needs. Job Responsibilities: * Develop and implement a plan to expand Harvard Business Publishing's brand visibility and business presence in the region * Support the development and execution of a business strategy - identifying key segments, clients, new business and expansion plans, learning services, marketing and visibility, as necessary * Represent HBP in the territory so that the gross sales revenue goals for Corporate Learning products and blended learning solutions in the region are achieved or exceeded * Develop specific visibility plans for the territory to align with branding/ visibility strategy for Corporate Learning and, if approved, take ownership for the execution of the plans * Provide market and client feedback from corporate clients in the region to key internal groups like Product Development, Learning Services, Marketing, etc. * Follow up on leads and inquiries sourced by team partners as appropriate to close business * Use CRM system to manage calls, contacts, accounts and opportunities * Represent oneself and brand with standards consistent with those of Harvard Business School and Harvard Business Publishing * Support visibility and cross-selling of HBP products and solutions from HBR Press and Higher Education market groups in the region Job Requirements: * MBA preferred * 7+ years of documented success in a regional/ territory business management role with strong track record of growth and focus on sales/ account management serving the training or consulting industry. Knowledge of training, management development and leadership development industry is required * Must be willing and able to travel frequently. Local candidates only; must have experience working in KSA. Proficiency in Arabic preferred. * Self-starter: Ability to manage oneself and take initiative with little direct supervision * Account Management: Bring appropriate internal resources to bear, delegate activities while retaining accountability for all outcomes * Relationship Skills: Build and maintain personal rapport with clients * Consultative approach: Ability to ask relevant questions, assess business needs, define problems, and focus on business outcomes and solutions * Intellectual capability: Ability to diagnose complex issues and think on one's feet * Broad-based business knowledge: General management view of an organization (understands numerous functions and their interactions) * Communication skills: Ability to present effectively over the phone to groups of many sizes, facilitate meetings, utilize strong written and spoken command of the English language for written and oral presentations * Sales Skills: Proficiency in consultative selling, as demonstrated by past success in selling to the executive level within large corporations * Ability to target, qualify and build pipeline quickly. Outbound lead and new business generation experience. Strong organization and time management skills, ability to plan, organize and establish priorities to meet goals and achieve results * Familiarity/comfort with CRM systems; experience with Salesforce.com ideal Harvard Business Publishing Watertown MA

Senior Strategic Relationship Manager

Harvard Business Publishing