Business Development Rep

Houghton Mifflin Harcourt - Remote - Full time

The Business Development Representative is the primary owner of the Partner relationship from an operational perspective. Working closely with the Partner to grow and renew business, the representative ensures the partner is well informed and set up to achieve their business goals. By collaborating with a team consisting of cross functional operational resources, ensures a smooth hand off to maximize customer engagement and success. Leveraging data and a depth of understanding of value selling and ICLE services, the representative has the insights to tell a compelling story that inspires action.

Partner Relationship Management:

  • Primary Owner of the Partner relationship from an operational perspective
  • Cultivate strategic relationships to play an influential role in achieving ICLE bookings and billings targets.
  • Provide exemplary service, ensuring the best customer/partner experience
  • Articulates ICLE’s vision and mission and seeks to accomplish set goals
  • Collaborates with the marketing team to identify trends and customer needs

Partner Business Support

  • Collaborate with Partner to create concept proposals, scopes of work, and investment summaries
  • Create and maintain opportunities in Salesforce
  • Create cost proposals
  • Collaborate with Partner and DPL teams to develop comprehensive territory action plans.
  • Prioritize business goals and exhibit understanding of competitive landscape.
  • Effectively maintain and grow knowledge of accounts, ICLE services, and key trends in education to develop credibility amongst customers and internal colleagues
  • Support Partners preparation for discovery meetings by gathering data analytics about the customer
  • Follow sales cycle from inception to close and implementation.
  • Create ongoing plan for prioritization of customer calls, emails, and scheduled appointments to drive sales pipeline advancement, accurate forecasting and contribution achievement.
  • Target new/renewal customer base to assist Partner with exceeding billings target.
  • Work closely with team members across the organization to implement growth strategies

End to End Business functions

  • Develop and implement sales strategies, client service and retention plans, and analyzing sales data to inform or update marketing strategy
  • Assist with drafting business plans, sales pitches, presentations, reference material and other documents as required
  • Ability to manage multiple projects concurrently and meet deadlines
  • Demonstrate strong interpersonal skills with the ability to engage effectively with various levels of management, staff and clients.
  • Other duties as assigned


  • Bachelor’s Degree or equivalent educational experience
  • 3+ years’ sales experience with a proven track record in meeting quota, or teaching experience is required. Combination of both is preferred
  • Proficient in MS Office and Sales Management Software, Salesforce

Knowledge and skills:

  • Professional, cross-team oriented attitude
  • Strong organizational skills which demonstrate the ability to simultaneously manage a variety of strategic initiatives
  • Practice flexible innovative approaches to problem solving in challenging situations
  • High-level communication skills working with all levels of the organization
  • Proven ability to build internal and external relationships that foster credibility and trust
  • Proven ability to create and deliver high-level specialized presentations
  • Travel: 5-10%

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Experience Level

Mid Level

Houghton Mifflin Harcourt

As a leading provider of pre-K–12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. 

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