Head of Sales

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 Sales Lead is responsible for setting and driving sales targets across product lines, ensuring alignment with gross profit margins and profitability objectives.Business DevelopmentIdentifies key markets/verticals and strategic partnership opportunities to grow revenue.Monitors and reports on key trends, competitors and market/client needs; shares intelligence with internal teams (e.g., Product Management, Marketing, CRM team)Identifies decision makers, buyers, detractors, influencers and client buying processRepresents ETS to clients, potential clients and professional organizations, associations and institutionsHelps manage contract negotiations and agreements, with support from General Counsel and Finance, with associations and partnerships, as neededDevelops effective strategies to build brand awareness and gain access to decision makersWorks with Product Managers / Marketing teams to develop innovative sales, marketing ideas, and effective pricing strategiesParticipates in conferences and other business events to represent ETS brand and promote productsGenerates, qualifies, and nurtures sales leads and build relationships with prospective clients and partnersParticipates with Product Management and other to respond to RFIs/RFPs that fit the business unit's strategies and directions Client ManagementDevelops strong working relationships with key decision makers and influencers in multiple departments within institutions, governments and organizations to support continued use of the testAnticipates and responds to client needs (collaborating with Product Managers)Manages client relationships and contractual service level agreementsWhen appropriate, manages monthly billings and follow up on open receivablesUpsells/cross-sells other ETS products effectively and in a timely manner to existing clientsDevelops strategies to attain and improve client satisfactionUnderstands client goals, find opportunities for growth and make volume projections across their portfolio of statesRepresents the program at conferences and other external eventsWhere appropriate, secures contract renewal  Adheres to ethical standards and comply with the laws and regulations applicable to job functionKnowledge/SkillsPossess solid understanding and knowledge of market trends and competitionKnowledge of product portfolio and ability to apply that knowledge in a solution approach to customersStrong Customer Service skills and ability to communicate effectively with a broad range of audiences (internal and external)Ability to work with cross-functional teams to deliver effective responses and product solutions to clientsAbility to act and respond quickly to client demandsEducation and ExperienceAt least 12 years of experience in B2B sales preferably in edtech, assessments, publishing or learning & development (L&D) products or similar categoriesDemonstrable relevance within the industryProven network of contacts or abilities to generate contacts quickly PRB