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