Senior Associate, Strategic Client Partnerships - Perkins Access
Perkins School for the Blind
Perkins Access is a focused business unit within the world-renowned Perkins School for the Blind (non-profit), with a mission to build a more accessible digital world. We provide expert digital accessibility solutions and strategy consulting services to organizations across a broad spectrum of industries, including many well-known commercial enterprises, healthcare organizations and higher education institutions.
Our accelerated growth provides an opportunity to join a dynamic environment where your contributions will make an obvious difference, not just to our business, but also to creating a more inclusive world for people with a range of disabilities. Our ambitious growth plan depends on deepening our existing client partnerships and constantly developing new ones. As our Senior Associate, Strategic Client Partnerships you are an experienced partner-relationship professional who will play a fundamental role in both of these areas.
As a collaborative, high-energy, mission-driven individual, you have experience with introducing consulting services to all levels of management within midsize to large organizations. You will also play a key role as a member of our Partnership Team, developing and managing client relationships while developing and leading client strategies that leverage our solutions and expert consulting team.
As an organization, we encourage our employees to:
Think Courageously: Pave the way for change. Be creative, curious & resilient. Challenge yourself to try, fail and try again. Think big and embrace unconventional approaches.
Take Ownership: Don’t wait, initiate. Invest fully in your work. Own your choices. Deliver results. Have a bias for action and a dedication to quality.
Be Collaborative: Create a diverse and inclusive community. Foster positive relationships. Communicate openly & respectfully. Build trust and operate with integrity. Be willing to disagree, commit and keep moving.
Across all departments, these actions are fundamental in helping Perkins achieve its mission of building a world where people with complex disabilities and visual impairments can learn and thrive. If these sound like you, we encourage you to consider a career at Perkins.
Essential Duties, Responsibilities and Expectations:
Prospective client relationships
Hunt for sales opportunities; follow up and research inbound and outbound leads; conduct networking activities; validate optimal opportunities to pursue
Develop responses to Requests for Proposals (RFPs)
Schedule discovery meetings for self, including Director of Strategic Partnerships as needed
Conduct presentations to present our services and value proposition
Coordinate prospective project scoping with Consulting team
Develop proposals that meet prospective clients’ needs/budget within our services and profitability framework
Negotiate pricing and other contract terms
Close contracts expeditiously
Oversee a portfolio of prospects, developing relationships at multiple levels within organizations, including executive
Client relationship management:
Develop and lead project-related client relationship communication mapping and execution
Ensure scheduling of milestone-critical meetings, conduct communication at defined intervals and manage all strategic relationship engagement touchpoints after contract execution
Communicate with clients regarding status of SOWs to ensure timely completion and utilization of services
Develop relationships with influencers and decision-makers to uncover additional opportunities within client organizations
Use your deep understanding of clients’ business, industry segment, competitor behaviors, and internal and external audiences to identify new areas to engage our services
Client growth planning – analyze client needs and develop plans to meet them through higher value strategy services
Contribute to development of effective communications workflow for Partnership Team
Tailor and conduct presentations to present additional services
Coordinate partnership activities including marketing and PR opportunities
Assist in forecasting sales and revenue
Participate in internal meetings regarding pipeline progress, lead nurturing, customer communications, workflow methods, etc
Assess market demand to understand customer needs for new and existing offerings, competitive positioning, bundling, and pricing strategies
Utilize business systems such as CRM, ensuring quality and accuracy of data
Meet goals for scheduling meetings, creating new opportunities and contract wins
Contribute to Perkins-wide learning initiatives around accessibility and best practices
Knowledge and skills
Experienced user of MS Office Suite, Google Suite (including presentation apps); LinkedIn; Slack (or similar professional messaging applications)
Experienced user of Salesforce (or similar CRM)
Adept with remote meeting technology and conducting remote meetings
Ability to partner with Project Consultants to develop proposals and statements of work
Ability to communicate complex information accurately, in a clear and concise manner, both written and verbal
Ability to collaborate as a “trusted advisor”, including demonstrating active listening skills, emotional intelligence, credibility, honesty, and ability to integrate within client teams
The ability to work individually as well as part of an internal team with effective collaborative and knowledge sharing skills
Detail-oriented, results focused with strong negotiation skills
Ability to adapt, learn and innovate to drive Perkins Access growth and sustainability
Critical thinking and creative problem solving
Ability to cope with deadline pressure and challengeAbility to persuade clients respectfully while being a strong advocate for people with disabilities
Ability to maintain client confidentiality
Strong organizational skills and the ability to work on multiple opportunities and projects simultaneously
Fast learner with ability to both take direction and demonstrate initiative
Education and Experience:
Bachelor's Degree in business management, marketing, communications, or related field preferred
6+ years sales experience required, including sales of professional or consulting services
3+ years experience selling to mid-to-large B2B or Higher Education organizations preferred