Managing Director, Seramount Business Development & DEI Consulting
Company: Vista Equity Partners Management, LLC
Location: Washington
Posted on: November 19, 2023
Job Description:
Managing Director, Seramount Business Development & DEI
ConsultingAt EAB, our mission is to make education smarter and our
communities stronger. We work with more than 2,500 institutions to
drive transformative change through data-driven insights and
best-in-class capabilities. From kindergarten to college to career,
EAB partners with leaders and practitioners to accelerate progress
and drive results across five major areas: enrollment, student
success, institutional strategy, data & analytics, and diversity,
equity, and inclusion (DEI). We work with each partner differently,
tailoring our portfolio of research, technology, and marketing and
enrollment solutions to meet the unique needs of every leadership
team, as well as the students and employees they serve.At EAB, we
serve not only our partner institutions but each other-that's why
we are always working to make sure our employees love their jobs
and are invested in their communities. See how we've been
recognized for this dedication to our employeesby checking out
ourrecent awards.For more information, visitourCareers page.About
SeramountEAB Seramount is a strategic business dedicated to
advancing Diversity, Equity, and Inclusion (DEI) in the
workplace.We serve forward thinking organizations with integrated
tools that provide a strategic and holistic map for setting new
standards for workplace culture. Over the past four decades, we've
built deep, data-powered intelligence on the employee experience,
which allows us to address specific client workplace challenges
related to DEI. We excel in serving as our clients' go to partner
in developing and progressing their DEI strategies. Our business is
in growth mode and offers the right person the opportunity to be
part of a diverse, dynamic, creative, and highly skilled team
partnering with leading companies to advance more inclusive
corporate cultures.At EAB Seramount, our people care about doing
their best, and our collaborative environment is energizing and
rewarding. You'll be part of a work environment where your voice
counts and even small ideas can lead to big opportunities.The Role
in Brief:Managing Director, Seramount Business Development & DEI
ConsultingWe are hiring a Managing Director to join the EAB
Business Development (Sales) and Seramount teams, serving as the
executive face of Seramount's DEI Consulting practice and leading
Business Development for its suite of consultative solutions. The
Managing Director partners with existing and prospective Seramount
Consulting clients, understands their unique organizational
dynamics and DEI priorities, and aligns partnerships and growth
strategies appropriately. With core responsibility for development
and expansion of consultative partnerships via customizable
Assessment & Strategy offerings (e.g., Assess360, DEI Dashboard,
Employee Voice Sessions) and the broader set of consultative
Seramount solutions, the Managing Director operates as a strategic
advisor to client leadership teams in the scoping of Seramount
consulting engagements and throughout the partner lifecycle.In this
position, the Managing Director will be responsible for generating
leads and managing the sales process in order to convert new
partners and expand business with existing partners, leveraging a
robust existing Seramount partner base. We are seeking an executive
with expertise in and passion for DEI, proven experience operating
in a senior-level consultative capacity, and a track record of
business development success.This role is tentatively expected to
report to EAB's Senior Vice President, Business Development (Sales)
with a dotted line to the President, Seramount.The opening is
posted at both Senior Director and Managing Director levels;
applicants will be considered at both levels for the one
opportunity.This position may be based in Washington, D.C.;
Richmond, VA; or remotely within the continental United States.
Remote candidates with willingness to travel (25-50%+) are welcomed
and encouraged to apply.Primary Responsibilities:
- Prospect and build new business; acquire new partners
successfully and negotiate to expand services for existing
partners
- Build relationships by meeting with leaders to discuss their
strategic challenges and opportunities, map onto Seramount's
consultative solutions, and effectively sell the vision of
Seramount's capabilities
- Conduct live presentations, including diagnostic evaluations
and technical demonstrations, to understand prospective partner
needs and educate key stakeholders on the value of Seramount
products and services
- Meet annual revenue goals through management of a sales
pipeline with pursuits in various stages of the evaluation
process
- Work with other sales, marketing and delivery team members to
drive increased revenue and impact
- Cultivate executive-level partner loyalty and trust leading to
embeddedness and growth
- Leverage partner knowledge and relationships to proactively
identify sales opportunities and support/execute commercial
activities to drive on-going contract value growth
- Foster cohesive account-level plans to drive principled growth
strategies based upon partner needs and priorities, as well as firm
interests
- Function as an executive strategic advisor to partners
- Maintain up-to-date knowledge of competitors
- Share insights on partner intelligence and feedback from
partner development visits and touchpoints with cross-functional
internal stakeholders to steer engagement, delivery, product
strategy, etc.
- Indirectly manage team members to goals, providing formal
feedback and guidance on professional developmentBasic
Qualifications:
- Bachelor's Degree from an accredited college/university
- 10-12+ years of full-time professional experience
- Proven track record of success exceeding personal revenue
targets in business development roles
- Demonstrated DEI subject matter expertise, ideally as a
practitioner within the field
- Experience representing complex products or services to
external partners in a trusted, consultative capacity
- Highly effective communications skills and experience providing
clients proactive leadership and consultative insight on short- and
long-term strategic decisions
- Ability to negotiate and excellent persuasion skills
- Willingness to travel domestically 25-50%+
- Valid driver's license
- Professional experience in at least three of the following:
- Corporate sector relationship development
- Delivering client presentations and facilitating
discussions
- Sales or Account Management
- Teaching and/or breaking down complex or abstract ideas into
simpler concepts
- Partner management experienceIdeal Qualifications:
- Experience selling consultative, information-based, or
technology-driven services
- Expertise in issues of organizational DE&I and experience
addressing DEI challenges with executive leadership and/or in
partnership with a D&I, Corporate Social Responsibility, or
Talent function
- Experience managing a consulting practice or involvement as a
key stakeholder overseeing the commercial health, successful
partner outcomes, and executive relationships across a pool of
consulting relationships
- Comfort with creative lead generation and new business
acquisition strategies
- Proven ability to achieve success in a sales environment and
sell prospects on the current and future value proposition of a
product or service
- Engaging and memorable presentation style; demonstrated ability
to build rapport and credibility quickly with an executive-level
audience
- Proven track record of success in achieving revenue quota and
sales targets
- Demonstrated ability to listen and diagnose a problem and map a
solution in the moment
- Demonstrated creativity and initiative when it comes to problem
solving and/or project ownership
- Resilience and comfort with ambiguity; ability to be flexible
and adaptable in a changing environment
- Ability to indirectly manage a Sales Associate to goal, coach
and provide constructive formal and informal feedback
- Proven experience managing multiple priorities; strong
prioritization and organizational skills
- Excellent writing, critical thinking and negotiation skills,
and familiarity with formal and informal RFP procedures
- Experience managing multiple clients and competing
priorities
- Commitment to valuing diversity, practicing inclusive
behaviors, and contributing to an equitable working and continual
learning environment in support of EAB'sDE&I PromiseIf you've
reached this section of the job description and are unsure of
whether to apply, please do! At EAB, we welcome diversity of
background and experience. We would encourage you to submit an
application if this is a role you would be passionate about doing
every day.Compensation:The anticipated starting salary range for
this role is $117,500 - $170,000 per year. Actual salary varies due
to factors that may include but not be limited to relevant
experience, skills, and location. At EAB, it is not typical for an
individual to be hired at or near the top of the starting salary
range for their role.This hire will additionally be eligible for
lucrative uncapped incentive compensation. Variable compensation
may depend on various factors, including, without limitation,
individual and organizational performance.Consistent with our
belief that our employees are our most valuable resource, EAB
offers a competitive and inclusive benefits package.
- Medical, dental, and vision insurance; dependents and domestic
partners eligible
- 401(k) retirement plan with company match
- 20+ days of PTO annually, in addition to paid firm
holidays
- Daytime leave policy for community service or fitness
activities (up to 10 hours a month each)
- Paid parental leave for birthing and non-birthing parents
- Phase Back to Work program for employees returning from
parental leave
- Infertility treatment coverage and adoption or surrogacy
assistance
- Wellness programs including gym discounts and incentives to
promote healthy living
- Dynamic growth opportunities with merit-based promotion
philosophy
- Benefits kick in day one,see the full details here.At EAB, we
believe that to fulfill our mission to "make education smarter and
our communities stronger" we need team members who bring a
diversity of perspectives to the table and are committed to
fostering a workplace where each team member is valued, respected
and heard.To that end, EAB is an Equal Opportunity Employer, and we
make employment decisions on the basis of qualifications, merit and
business need. We don't discriminate on the basis of race,
religion, color, sex, gender identity or expression, sexual
orientation, age, non-disqualifying physical or mental disability,
national origin, veteran status or any other basis covered by
appropriate law.
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Keywords: Vista Equity Partners Management, LLC, Washington DC , Managing Director, Seramount Business Development & DEI Consulting, Executive , Washington, DC
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