Director Sales

Houghton Mifflin Harcourt Co; Round Rock (TX); On-site; USD 140,000 - 200,000; Full time

Job summary

Houghton Mifflin Harcourt in Texas seeks a Director of Sales to drive revenue and profit in LATAM. You will manage the regional sales team, develop partner channels, and promote Connected and Digital First solutions.

The role requires 7–10 years of sales leadership, strong negotiation and relationship skills with education stakeholders, and fluency in Spanish and English. Travel is expected.

Qualifications

• 7–10 years proven sales experience in education technology or publishing.
• Ability to identify long term growth strategies.
• Experience in complex contract review and negotiation.
• Strong leadership and stakeholder management.
• Fluent in Spanish and English.
• Experience selling to Ministries of Education.
• Excellent communication and presentation skills.

Responsibilities

• Develop and execute strategic sales plans for LATAM development.
• Overall responsibility for generating sales pipeline and revenue in LATAM.
• Develop and implement sales strategies and forecasting for LATAM.
• Manage and develop partnerships with existing education sector stakeholders and resellers.
• Provide feedback for new products in the region.
• Develop and implement marketing plans to drive revenue in the region.
• Identify and maintain relationships with key educational stakeholders and strategic partners.
• Lead proposals, presentations, and negotiations for opportunities.
• Promote collaboration between sales and other internal teams at HMH.
• Work with senior management to explore new markets and partnerships.
• The position will require significant travel.

Skills

Sales leadership

Strategic sales planning

Contract negotiations

Partnership development

Education sector knowledge

Executive level selling

Analytical skills

Spanish & English fluency

Education

MBA

Job description

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Reporting directly to the VP, Global Markets, the Director of Sales is accountablefor achieving sales and profit objectives for the LATAM territory. They will manage the regional sales team, develop partner channels and build capabilities to grow HMH’s Connected and Digital First solutions in the territory.

Duties & Responsibilities

In order the successfully achieve the above, it is expected that the Sales Manager will:

• Develop and execute strategic sales plans for development of sales in the assigned territory
• Overall responsibility for generating sales pipeline and revenue in the territory
• Develop and implement sales strategies and forecasting for assigned territories
• Manage and develop broader relationships with existing partners, agents and resellers in the territory to ensure that we maximize distribution channels to generate revenue
• Provide feedback for new products in the region
• Develop and implement marketing plans in the region to drive revenue
• Identify, build and maintain exceptional business relationships with key public and private sector educational stakeholders and strategic partners in the industry
• Initiate and complete proposals, presentations, terms and conditions, negotiations and execution for the acquisition of opportunities
• Effectively develop and deliver outstanding presentations
• Promotes a collaborative environment between sales and other internal HMH stakeholders. Communicates and collaborates with product consultants, finance, marketing, Customer Experience and shares information learned with team.
• Work with the senior management team to identify and evaluate new markets for existing services, and other development and marketing partnership opportunities
• The position will require significant travel

Must Have:

• 7-10 years proven sales experience in a similar industry
• Ability to identify long term and sustainable growth strategies
• Proven sales experience which demonstrates strong proposition development, proposal preparation
• Demonstrated Project Management skills that combine project management methodology within a revenue generating environment
• Proven ability to develop and manage partnerships with companies who successfully sell school-to-school and to Ministries of Education (MoE)
• Strong analysis skills to identify market shifts and sales trends
• Polished negotiation skills and experience with complex contract review and agreement
• Excellent interpersonal and communication and presentation skills
• Experience in selling and developing relationships at an executive level
• Knowledge of the technology, education or publishing sectors
• Experience in selling/closing large scale, big ticket and complex solutions
• Work well independently and as a team player, will be seen as a leader by others in the organization
• A driven, hard-working and creative thinker who will act on market requirements
• Fluent Spanish and English

Nice to Have:

• MBA
• Additional language skills
• In-depth knowledge of Education industry
• Training in Solution Selling
• Experience in International Business Development
• Experience in global account management
• Worked at managerial level

Position is not eligible to be performed in Colorado

ABOUT US:

Houghton Mifflin Harcourt (NASDAQ:HMHC) is a global learning company dedicated to changing people’s lives by fostering passionate, curious learners. As a leading provider of pre-K-12 education content, services, and cutting-edge technology solutions across a variety of media, HMH enables learning in a changing landscape. HMH is uniquely positioned to create engaging and effective educational content and experiences from early childhood to beyond the classroom. HMH serves more than 50 million students in over 150 countries worldwide, while its award-winning children's books, novels, non-fiction, and reference titles are enjoyed by readers throughout the world.

Houghton Mifflin Harcourt is an equal employment opportunity employer and participates in E-Verify. All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of gender, race/ethnicity, gender identity, sexual orientation, protected veteran status, disability, or other protected group status.

Nearest Major Market: Austin
Job Segment: Book Publishing, Media Publishing, Manager, Publishing, Education, Management