Senior Director, STEM Coalition and Partner Success

Discovery Education - Charlotte, North Carolina - Full time

Who We Are:

As the global leader in standards-based digital curriculum resources, digital content, and professional development for K-12 classrooms worldwide, Discovery Education is transforming teaching and learning with award-winning digital textbooks, multimedia content and the largest professional learning community of its kind. Serving more than 5 million educators and 51 million students, Discovery Education’s services are available in approximately half of U.S. classrooms and primary schools in the UK, and more than 90 countries around the globe. Inspired by the global media company Discovery, Inc., Discovery Education partners with districts, states, and like-minded organizations to captivate students, empower teachers, and transform classrooms with customized solutions that increase academic achievement.

What You'll Do:

Discovery Education’s Corporate Education Partnerships (“CEP”) team is mission-driven and drives the organization’s public/private partnerships, collaborating across all sectors with like-minded organizations to support critical needs in the K-12 universe in order to drive youth achievement. The output of these partnerships includes cause marketing initiatives, workforce development solutions, and support for K-12 school service distribution in schools nationwide. We believe that access to dynamic learning experiences should not be dependent upon a student’s zip code and are committed to the transformation of teaching and learning in order to drive student achievement.

Discovery Education is looking for a strategic, seasoned Partner Success professional with STEM experience to join our CEP management team to drive partner engagement and growth in the STEM space, connecting corporations and non-profits to needs in the K-12 arena.

Specifically, the Senior Director, STEM Coalition & Partner Success will lead 3 key areas of our work, with direct accountability for partner success, program management and revenue growth. The organizations we work with share our mission to positively impact student achievement. Our corporate partners are diverse – big brands, social impact organizations, sports teams, thought leaders – which provides candidates the unique opportunity to work across a broad array of industries, disciplines and subject areas.

The Senior Director, STEM Coalition & Partner Success is an externally-facing role responsible for serving in the following capacities:

External Partnership Lead: you will serve as the external spokesperson and subject matter expert for Discovery Education’s STEM & Careers Coalition, traveling with Development, Partnerships and Executive Leaderships teams on an as-requested basis. You are the CEP face of our work to connect the public and private sectors to support equity and access through STEM.

Partner Success: once a partner joins the Coalition, you will own the direct relationship with the corporate/non-profit partner, accountable for contact management across all levels within the organization. You will drive impact through customer engagement, retention and growth strategies and ensure all partner deliverables are met.

Program Management: you will also serve as the internal lead, connecting all the dots and leading matrixed workstreams to deliver upon Coalition targets, and will guide all aspects of the Coalition as a productized offering.

Strategy:

  • Work closely with CMO/Group SVP, SVP of CEP Strategy & Operations, VP of Strategic Alliances, and VP of Partnerships to profitably grow Discovery Education’s Corporate Partnerships business, specifically through the successful oversight of the STEM & Careers Coalition.
  • Initiate and implement sales strategies to improve partner engagement including new partner onboarding, merchandising, cross sell/upsell, predictive analytics and renewal
  • Ensure CEP’s ability to scale as the business grows by incorporating technology strategically related to the partner lifecycle and account management
  • Ensure program strategy aligns with DE’s STEM priorities, proactively enrolling and collaborating with DE’s VP of Global STEM Initiatives

Partner Success:

  • Own Coalition client relationships, accountable for cultivating, nurturing and developing across the full range of contacts (day-to-day program managers, influencers, decision makers) in support of deliverables, renewal and upsell targets
  • Serve as the voice of the customer, providing clear and actionable direction and feedback to internal Operations team charged with building individual program components and/or activating K-12 services in target districts
  • Evaluate and implement best-in-class merchandising strategies, ensuring partner understanding of program impact, related work across the DE portfolio and the opportunity to deepen engagement through activation of Discovery Education’s digital curriculum resources
  • Understand the partner’s business and industry and tie their educational investment to positively impact their business and engagement with their employees
  • Craft best-in-class marketing strategies with Director of CEP Program Activation to build Coalition awareness, drive engagement and usage of program resources
  • With DE Research team, guide analysis of program results and make recommendations to drive engagement in digital services, as well as ideas to ensure client satisfaction, program continuity and growth
  • Coordinate with Discovery Education’s Research team and related external firms to ensure the strategic evaluation of alliance impact, minimizing redundancies and aligning strategies and actions, including conducting individual outreach and education as needed

Who You Are:

The perfect candidate for this role will possess the unique blend of STEM expertise, superior partnership development/sales ability, with the right stuff to lead a multi-channel project that requires flexibility, proactive planning skills, organizational rigor, a critical thinking mindset; and the proven ability to problem solve in an actionable way that facilitates collaborative progress. The right candidate has a growth mindset, thrives in a high-energy, purpose-driven environment and is able to lead growth and engagement strategies that measurably build program impact while fostering a positive culture across all internal development, sales and operations-related functions. Most importantly, you will have previously served in a direct sales capacity and can demonstrate top-notch negotiation skills, leadership and public speaking expertise, the ability to passionately and enthusiastically build partner engagement, have a reputation for consistently demonstrating a positive, solution-oriented approach to his/her work, and a desire to make a meaningful difference in public education. You will be comfortable traveling 30-40%, or as the business requires to drive partner engagement and growth.

  • Mission-Driven: Passionate about Discovery Education's vision to transform teaching and learning, must possess professional business experience, in addition to experience in education or ed-tech industry a plus.
  • High Energy & Flexible: Willing to travel to attend external partner meetings 30-40% of the time.
  • Change Agent: Senior, experienced and respected sales or account management executive with experience leading STEM initiative, minimum 7-10+ years of direct sales and development leadership responsibility, with proven ability to meet and exceed aggressive targets with a track record of achieving business objectives. To best support current team and to compliment and expand existing skill sets, preference will be given to candidates with previous direct line sales experience and account management experience.
  • Knowledge & Skills: Experienced and demonstrated knowledge of client management, and strategies and tactics to grow coalition impact. Candidate must be highly organized and understand prioritization as well as being driven by a strong work ethic and a sense of urgency.
  • Communication Skills: Excellent written and oral communication skills appropriate for C-Suite level engagement, as well as impeccable interpersonal skills. Preference will be given to candidates with executive level presentation skills (appropriate for C-Suite and Board level engagement).
  • Leadership: Demonstrate exceptional leadership skills and possess a reputation for being a solution-oriented, positive and growth-minded executive; strong work ethic and ability to inspire others to act and fulfill Discovery Education’s mission.
  • Hustle: The courage and confidence to work hard and with passion; committed to getting the job done; sustain effort in the face of adversity. Maintain consistency and focus over time with a positive “never give up” attitude.
  • Self-Motivation and Self-Starter: The ability to do what needs to be done without being micromanaged; ability to manage/prioritize multiple tasks, proactively manage numerous projects, and prioritize competing timelines; demonstrate a problem solving/ solution-oriented approach.
  • Learning Orientation: Always willing to learn something new, not rigid in beliefs or expectations, growth mindset.
  • Sense of Humor: Because we all need to laugh sometimes.
  • Education: Bachelor’s Degree required in business management, communications, marketing, or related fields; MBA preferred

*Bachelor’s degree required and advanced degree’s preferred

* Legal right to work in the United States

Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the diverse and culturally rich communities that we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disabled status or, genetic information.

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Role

Sales

Experience Level

Senior Level

Discovery Education

Discovery Education is the global leader in standards-aligned digital curriculum resources, engaging content, and professional learning for K-12 classrooms. Our services are in half of the classrooms in the U.S. and UK, and reach over 5 million educators and 51 million students in over 90 countries.

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