Description:
MetaMetrics currently has over 20 state customer partnerships. The VP, State Partnerships, Growth is responsible for prospecting, nurturing, and closing new state government business (B2G) on behalf of MetaMetrics. The VP of State Partnerships role is responsible for expanding MetaMetrics' business in new states, as well as leading go to market initiatives for new products and solutions (e.g., careers) across all states. It is expected that the VP candidate will have an extensive network of state Department of Education (DOE) and professional organization (e.g., CCSSO) contacts, and will leverage their contacts, industry knowledge, and solutions-based sales expertise to effectively position MetaMetrics and achieve sales growth targets. In addition to working with DOEs to accelerate growth, the VP role will interface internally with product, marketing, and research and development teams to shape go-to-market strategy, account planning, and market development efforts.
Reporting directly to the Chief Customer Officer (Americas), this is a leadership position within the organization. The ideal candidate is passionate about education, has an extensive professional network within the industry, has a strong background in student assessment and measurement, and is driven to meet and exceed sales and growth targets.
Essential Duties & Responsibilities
- Meet Sales Targets and Reporting Requirements: Meet or exceed annual sales goals and KPIs while providing regular updates to sales management, the executive leadership team, and the board. Maintains and provides accurate and thorough data in the CRM system (Salesforce) for prospecting, pipeline management, forecasting, and resource planning.
- Develop Account Plans: Create and execute state account plans for developing business and achieving B2G growth goals. Aligns sales efforts with a corporate strategy for product roadmaps and healthy growth (recurring vs. non-recurring revenue).
- Coordinate Professional Organization and Advocacy Contracts: Provide leadership with the coordination of key professional organization sponsorships (e.g., CCSSO, ECS), working directly with marketing to execute on strategy and ensure return on investment. Additionally, the candidate will be responsible for managing advocacy organizations to help position MetaMetrics for new business opportunities.
- Build and Maintain Professional Network: Foster relationships with new and current clients across all levels of organizational structure, listening and attending to their needs and leveraging those opportunities to embed company products and services into their existing initiatives.
- Conduct Sales Presentations and Demos: Conduct product demonstrations, presentations, and webinars for prospective customers.
- Create Proposals and Contract Negotiation: Develop customer proposals, negotiate business and contract terms, and execute contracts.
- Understand Customer Needs and Market: Demonstrate a high degree of working knowledge of prospective state customers' needs (e.g., assessments, instructional content, career offerings, etc.) and general edtech market trends; demonstrate a high degree of familiarity with the assessment and education technology market.
- Collaborate: Work closely with marketing, product management, and research and development teams to establish successful proposals and sales enablement delivery. Represent customer needs in product planning and investment case development; facilitate and provides timely customer feedback in support of product management.
- Travel and Present Solutions: Travels extensively for in-person meetings, trade shows, conferences, and other business development activities; coordinates onsite strategy and meeting, delivers presentations, and ensures proper return on investment for such efforts.
Supervisory Responsibilities
This position does not have any direct supervisory responsibilities for internal staff. The role will be responsible for managing the activity of advocacy organizations.
Requirements:
Education and/or Experience:
- Bachelor's degree from a four-year college or university with 10+ years of sales experience in the publishing, educational services, or educational technology sector; or equivalent combination of education and experience.
- Proven record of experience and success as a successful B2G sales leader, developing client-focused, differentiated and achievable solutions to meet or exceed sales targets.
- Proven and demonstrable record of sales and growth success.
- Writing and presentation skills to translate detailed content into impactful go-to-market materials including web, email, and social content.
- Strong sense of timeliness and deadlines; ability to work quickly, efficiently, and independently to meet deadlines.
Computer Skills:
- Proficient in Microsoft Windows operating system and Microsoft Office Suite; knowledge and experience in utilizing Google products required.
- CRM experience required, preferably Salesforce.
- Additional applications used: ZoomInfo, HubSpot.
Compensation details: 125000-175000 Yearly Salary
