Position Summary**
The Director, Channel Management directs the work of individuals and teams who have Channel Management accountabilities and has responsibility for client relations across an entire market/regional segment or large client with several contracts. This role is responsible for a significant piece of ETS' LROP (Long Range Operating Plans) strategy. Additionally, the incumbent directs the activities of an entire function or multiple functions through other managers and senior professionals and interprets strategy for organizational execution.
**Responsibilities**
**Client Relationship Management**
- Create, interpret and execute Strategic Vision for client relationships
- Direct activities of the entire line and across ETS to ensure consistent one voice of ETS to client
- Coach ETS matrix team to ensure a clear set of client expectations in regard to contract scope, schedules, deliverables
- Nurture and maintain strong relationships with existing channel partners, providing necessary support and resources to maximize their performance
**Contract Management/Change Requests**
- Accountable for managing contract negotiations and agreements with support from General Counsel and Finance as needed
- Ensure contracts stipulate on-time payments of receivables
- Set and achieve sales targets and KPIs for the channel, monitoring performance and making data-driven decisions to improve results
- Manage and organize TOEFL presence at partner conferences and events in the region
**Business Development**
- Maintain, cultivate and grow client/market relationships and or business partnerships
- Represent ETS to institutional and government constituents
**Financial Management**
- Influence and significantly contributes to RFP process
- Actively work to ensure LROP margins are met
- Actively work to ensure advantageous cashflow agreements
- Develop and manage budgets for channel initiatives and promotional activities
- Adhere to ethical standards and comply with the laws and regulations applicable to your job function
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**Experience and Skills**:
**Education**
- Bachelor's degree required
- MBA, Ph.D or Advanced Degree in Education, Education Measurement, or Product Content is preferred.
- 7+ years working in client/constituent organization
**Relevant Years of Experience Required**:
- Experience in Account Management in Publishing, Education-related fields, Sales & Marketing, Business Development.
From: ETS GCC
