Discovery Education seeks a dynamic Vice President of Education Partnerships (K12 Sales) to lead our sales team in driving revenue growth and market expansion in the Texas region. Reporting to the SVP – K12 Sales, you will provide leadership, sales strategy, and resource stewardship to achieve quarterly and annual sales targets while aligning regional efforts with our overall business strategy.

As the front-line sales leader, you will set the vision and be responsible for managing a sales team tasked with building relationships with key decision-makers at the district level while effectively positioning and selling our full suite of curriculum products and services. You will support your team through ongoing coaching and career development, and regularly join virtual and in-person customer meetings with sales and key cross-functional team members to ensure renewal, expansion/upsell, cross-sell, and net-new revenue growth in Texas. As a senior revenue leader, you will also be expected to partner closely with Rev Ops, Sales Enablement, Customer Success, Marketing, and Product leaders to drive sales execution excellence.

In the first year, the candidate will be responsible for integrating and rebuilding the Texas strategy and team following separate adoption and supplemental teams and sales motions being in place the prior year. To that end, the ideal candidate will have an understanding and appreciation of the difference between adoption sales and supplemental sales in Texas, have a proven track record of success in supplemental EdTech sales in the state, and possess strong leadership skills to inspire and motivate the team as it is critical to lead through change while minimizing disruption and maximizing engagement. The individual should also be well-versed in the K-12 education landscape, including funding, state initiatives, demographics, and the procurement process for K-12 schools in Texas. Living in Texas and possessing a network of senior K-12 district and curriculum leaders in the state is required.

About the Role

Leadership & Culture 

Establish positive and productive working relationships across all levels of the team.   
Foster a culture that values critical thinking and problem-solving, and encourages constructive feedback, engagement, inclusion, and diversity at all levels.  
Demonstrate the ability and willingness to give and receive honest, balanced feedback to create a culture of trust and continuous improvement.  
Collaborate and communicate effectively across Discovery Education to support strategies for growing Discovery Education partnerships. 
Recruit, hire, coach, and strategically direct a team of Directors and Partnership Managers to exceed business development goals. 
Develop a team with clearly defined revenue targets and drive a regular cadence of territory reviews and business plans. 
Determine individual strategies for team members that support the overall territory strategy.  
Model effective communication, presentation skills, account strategy, and problem-solving for the team. 
Coach team members and collaborators to effectively work on their assigned accounts and build capacity for securing new partnerships.

Strategic Sales Leadership

Develop and execute comprehensive sales strategies to achieve revenue targets and drive growth.
Lead, mentor, and hold sales teams accountable for maximizing performance, productivity, and professional development.
Drive innovative initiatives and adapt to TX market trends to maintain a competitive edge in the industry.
Support and collaborate with internal and external stakeholders to advance state-level advocacy work.

Team Management

Provide leadership, guidance, and coaching to a diverse sales team, fostering a culture of empathy, excellence, agency, and collaboration.
Manage recruitment, onboarding, and talent development efforts to attract and retain top sales talent.
Drive accountability and performance excellence through regular feedback, goal setting, and performance reviews.

Sales Process Optimization

Manage the sales pipeline, ensuring accurate forecasting and timely progression of opportunities through the sales funnel.
Utilize Salesforce and sales analytics tools to track performance metrics, identify areas for improvement, and optimize sales processes.
Develop tactics to implement corporate sales strategy and exceed planned outcomes, linking opportunities to execution of strategic objectives.

Educational Partnerships (Sales)

Develop a comprehensive Texas sales strategy to ensure the development of deep educational relationships, leading to the attainment of individual and team revenue goals. 
Manage Texas region relationships with education leaders and regional associations to effectively position Discovery Education services to improve student learning outcomes. 
Grow business pipeline through direct and channel (ESC)opportunities to increase the penetration of Discovery Education products and services across the Texas region.  
Develop relationships at an executive level and support each sales rep on the team to do the same, with strategic accounts to drive growth and maintain our trusted advisor position. 
Work with senior school district leaders to implement solutions that meet their educational objectives and strategically leverage the entire Discovery Education portfolio: Techbook, Discovery Education Experience, Mystery Science, Pivot Interactives, DreamBox Math, DreamBox Reading Plus, DreamBox Reading Park, Professional Development, and hard goods (i.e., print products, hands-on kits).

Implementation/Account Management 

Work with the partner success team to ensure deep integration of Discovery Education services within key strategic accounts. 
Drive account planning activities, prioritize efforts and manage account-specific business plans to maximize revenue opportunities.
Ensure ongoing dialogue with district leaders involved in implementations. Discuss progress with key leaders throughout the implementation to ensure key stakeholder satisfaction.  Communicate across Discovery Education to inform the growth of our business in the region. 
Utilize customer feedback to inform product enhancements and improve the overall customer experience.

Knowledge of DE (Discovery Education) Services 

Demonstrate exceptional knowledge of all Discovery Education services.  
Tell the DiscoveryEducation storyin a credible and consistent manner.  Ensure team members are capable of the same. 
Consistently work with educational leaders to design partnerships of Discovery Education services in a meaningful and solution-oriented way.  
Serve as an expert on education in Texas. Maintain an understanding of industry trends, current events, and anything that may impact the business by reading professional publications, researching all available resources, and participating in professional organizations. 
Effectively communicate with educational partners regarding current educational topics and trends (i.e.,IMRA, TX funding, TEAactivity, state legislation, etc.).

Internal Communication 

Interact directly with senior management across Discovery Education to articulate growth opportunities for educational partnerships and provide leadership related to general strategy and business development. 
Regularly share market insights that inform the creation of sales enablement programming and marketing materials for the Texas Region.

Budget 

Adhere to budget by consistently managing and forecasting team T&E and regional marketing budget expenses, using an ROI-based approach to ensure high-value resource stewardship.
Assist with the development of annual territory revenue and expense projections.

Industry and Product Knowledge

Stay abreast of EdTech market trends, emerging technologies, and competitive landscape.
Possess technical knowledge of tools and trends within the education industry, understanding customer perspectives and market dynamics.
Leverage domain expertise to provide valuable insights and guide sales strategies effectively.

General 

Maintain a thorough understanding of Discovery Education’s overall goals and strategic vision. 
Live in the region to be active with district partners and prospects daily.  Additional travel is approximately 60% of time (with seasonal variations) for conferences and company meetings.  This may include weekend travel. 
Build an excellent internal network of cross-functional colleagues to leverage for executional excellence. 
Have a full ownership mindset and be a driver of Texas revenue growth.

Requirements

Bachelor's degree required or equivalent work experience.
Minimum 5 years of successful K12 EdTech sales leadership experience living and working in TX.
Experience managing diverse sales teams, driving accountability, and fostering a culture of achievement.
Strong analytical skills with the ability to translate market insights into actionable strategies.
Excellent communication, negotiation, and interpersonal skills.
Proficiency in Salesforce, sales analytics tools, and collaboration platforms.
Ability to travel regularly (up to 60%) to meet with district partners and support sales initiatives. Must have a driver’s license and access to a personal vehicle.
Legal right work in the United States

Benefits

We are proud to offer employees and their families a comprehensive benefits package:

Medical-Dental-Vision
Health Care Dependent Care
Short & Long Term Disability
Summer Hours
Life Insurance
401(k)
FSA/HSA
Paid Time Off
Volunteer Time
Employee Assistance Program
7 Paid Holidays + Annual Winter Holiday Break (Typically the last week of December)

Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the diverse and culturally rich communities that we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disabled status or, genetic information.

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