Strategic Success Manager (Arlington, VA or Remote )

Job Summary

The Strategic Success Manager is responsible for building constituency relationships at a multitude of levels throughout a K-12 institutional environment (schools and districts) as well as navigate the decision making process of such organizations to ensure ongoing investment in the Hobsons K-12 solutions. The SSM is focused on establishing trust and credibility with high-level executives such as superintendents, school principals, CIO’s, directors of education, and governmental officials. They also work with other administrative staff from the district as well as school personnel such as counselors, teachers and registrars on the implementation and usage of the Naviance platform.

In addition to serving as the relationship manager for the account, the SSM serves as the primary point of contact throughout the onboarding, implementation and renewal process. For onboarding, the Success Manager takes the lead in orienting new school districts to Naviance in a timely fashion. They educate new school districts on the process and resources available to support them on all phases if the implementation process. The SSM also focuses on uncovering additional business opportunities within existing clients to expand the relationship and the overall usage of the Naviance solution. Their overall objective is to keep users engaged and satisfied and maintain membership through the ongoing renewal of the Naviance solution.


Essential Functions/Responsibilities

  • Own the overall relationship and communication with all stakeholders of school districts and their constituents
  • Work with the client and the implementation team to define the annual goals and objectives and represents and communicates the client’s interests and needs to Hobsons K-12 division
  • Manage communication between the sales and services organization on transitioning new strategic deals post-sale
  • Facilitate kick-off meetings and other initial communications with new clients to ensure timely and proper on-boarding of the Hobsons K-12 solutions
  • Coordinate availability of Naviance resources needed for successful implementation including professional development, consulting services and technical support
  • Work closely with Professional Services to maintain a continuous knowledge of account status in order to identify potential issues and/or opportunities within or related to the client
  • Create account plans that include a SWOT analysis for each account and a strategy for achieving annual renewal and growth revenue targets
  • Identify and cultivate additional professional services and/or product opportunities to expand the relationship and usage of Hobsons K-12 solutions
  • Manage the contract renewal process to ensure client maintains or grows commitment to Hobsons K-12 solutions by continually benefiting and seeing an ROI from their from the Hobsons K-12 investment
  • Understand client challenges that may be hindering further adoption and proposes solutions to overcome those challenges to ensure investment is maintained
  • Manage all sales activities (follow up, deliverables, referrals, etc.) for each client within the CRM system
  • Work with the corresponding Account Executives and Professional Services team in unison and cooperation around call campaigns, email follow up, and the general execution of the regional territory strategy and account implementation activities
  • Keep abreast of Hobsons company vision, product set, and services as well as the competitive landscape and is able to articulate Hobsons’ capabilities and service offerings effectively to client
  • Stay well informed about current industry trends and be able to talk intelligently about the education industry as a whole as well as the edtech solutions industries

 

Minimum Qualifications

  • Bachelors’ degree required
  • 3+ years of enterprise-wide account management experience in an education technology based industry is required
  • Successful achievement of $800K+ quotas comprised of renewal and account development sales is required
  • Completion of Hobsons K-12 new hire training program upon hire is required
  • Willingness to travel to meet with clients in assigned territory is required
  • Prefer candidates who have the following skills:
  • Prove account management skills in maintaining and enhancing client relationships
  • Strong conflict resolution, negotiating and influencing skills
  • Ability to upsell and cross-sell products and services to existing accounts
  • Proven track record in achieving quotas for renewal and account development business
  • Ability to communicate effectively with high-level executives such as superintendents, school principals, CIO’s, directors of education, and governmental officials.
  • Ability to work collaboratively with multiple teams to best service the member
  • Ability to manage a client-base of 50+ accounts at any given time
  • Excellent listening and communication skills, both written and oral
  • Highly organized, detail oriented, responsive and persistent
  • Training, experience, and utilization of a sales methodology to manage renewals and grow client investments
  • Strong technology (specifically software) aptitude and understanding
  • Strong demonstration and presentation skills.  Must be able to confidently convey the Hobsons K-12 solutions and value propositions in front of multi-person audiences, including manager level and C-level decision makers
  • Ambition, drive and ability to learn quickly and adapt to change

Ability to document identity and employment eligibility within three (3) days of original appointment as a condition of employment in compliance with Immigration Reform and Control Act requirements. 

We are a hard-working, fun-loving office, and we’re looking for the right fit—someone with great communication skills and a solid work ethic who picks up skills quickly.


Hobsons offers a competitive salary along with an excellent benefits package including:

  • Health Insurance
  • Life and Disability Insurance
  • Dental Plan
  • 401K Plan
  • Section 125/Flexible Spending Accounts
  • Generous Holiday and Vacation Schedule

 

EEO / M / F / D / V

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If you are having trouble applying or need additional information, please contact Human Resources.

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