Vice President and General Manager of Educational Partnerships
American Public University, Inc.

The Vice President and General Manager of Educational Partnerships will bring the best of American Public University System (APUS) to corporations and governmental agencies, nationally and internationally, to create value and solve complex education, training, and talent acquisition issues with simple and innovative solutions. The General Manager of Educational Partnerships will lead the strategic development and execution of B2B/B2G initiatives to drive growth and partnerships for both the American Public University (APU) and American Military University (AMU) brands.

This position reports into APUS' President will work closely with APUS senior leaders, particularly APU and AMU brand expansion leaders, and departments across APUS and the APEI shared services teams, especially among the B2B/B2G outreach and broader Marketing and Product Development roles. This position will also conduct presentations and meetings with senior corporate prospect leadership. This position will have direct report(s) and should have the temperament and ability to work closely and influence others who do not report directly to him/her.

Responsibilities:

This leader will collaborate with all APUS teams to secure high-impact, profitable revenue generating corporate contracts by:

• Determine overall vision and strategy for B2B and B2G efforts, nationally and internationally
• Orchestrate strategic business development efforts.
• Define account management strategy and execution
• Improve APUS share of mind and market share with top APUS accounts
• Collaborate on major accounts planning, development, execution, and close strategies.
• Lead and/or support major sales pursuits.
• Establish annual strategic sales and revenue goals.
• Meet or exceed assigned pipeline and profit objectives.
• Build high performing sales teams.
• Train and coach sales leaders and account executives on establishing account strategies, sourcing pipeline leads, generating demand and increasing conversion rates.
• Partner closely with APEI resources (Marketing, IT, Legal, Finance, etc.) to support sales efforts

This leader will also collaborate with third party partners and intermediaries to build channel partnerships for lead generation and to gain competitive insight.

This leader's results will be measured by both APUS profitable revenue growth from corporate, governmental, and other large contracts and corporate partner experience and satisfaction.

This leader demonstrates the following characteristics:

• Uses proven and modern sales approaches to establish and cultivate new B2B contracts.
• Proven experience in selling both enterprise services and products contracts.
• Proven experience partnering with Marketing to develop collateral to support sales efforts.
• Demonstrates working knowledge of corporate financial levers to drive profitable revenue growth.
• Must be comfortable leading sales teams, ideally in a matrixed environment.
• True collaborator who knows what it takes to win.
• Acts as a trusted advisor to APUS President and senior leaders, sales teams and corporate accounts.
• Willing to make the tough calls and own timely decisions.
• Balances short-term goals while creating sustainable value for partners and demand for the future.
• Enjoys operating in a highly dynamic environment
• Operates with the highest level of integrity, honesty and accountability.

Sales Strategy and Solution Creation:

• Establish and/ or reinvent current sales and go-to-market (GTM) strategies for each APUS brand to both customize and create synergies (where appropriate).
• Operate with an eye towards partnership with other education units in the APEI enterprise.
• Exercise creativity and independent judgment in developing and evaluating sales and marketing strategies in selling within defined market.
• Develop and lead sales strategy process with regard to: Competitive Environment, Account Sales Strategy and Territory Development Strategy.
• Maintain a thorough working knowledge of APUS and competitor solutions and capabilities.
• Ensure the application of research, data, and market trends in the development of B2B/B2G sales and marketing strategies.
• Adopt a culture of test and learn within the GTM activities.
• Analyze market trends and adapt strategies to meet evolving educational needs and opportunities.
• Work closely with product development teams to ensure offerings meet partner requirements.

Sales Execution

• Construct and communicate APUS value proposition to potential customers using effective, creative methods.
• Partner with APUS leadership to develop and maintain/update annual and quarterly GTM plans, while setting priorities that will drive growth in acquiring new contracts and increasing the consumption rate of existing corporate partners.
• Collaborate with B2B/B2G teams to engage partners to gather their feedback, understand their objectives, provide recommendations, with the goal of enhancing and improving existing GTM efforts.
• Stay current of best-in-class B2B/B2G sales and marketing trends and act as the change agent to drive adoption of new strategies and processes.
• Ensure high levels of accountabilities
• Drive sales process leadership from contact through strategy, proposal, presentation & successful conclusion for services within a defined market of large universities and colleges.
• Aggressively research, identify, qualify, and target potential students and develop access strategy to initiate contact.
• Ensure contract management processes follow APUS and APEI policies (e.g. financial, legal, etc.) based on size, scope and duration

Team Development

• Develop and train the B2B/B2G sales teams and ensure best and most effective practices are being consistently utilized.

Other

• Represent APUS in the marketplace at various organizations and events.
• Perform other duties as assigned.

Requirements:

• This position requires a candidate with a blend of overall sales strategy, value creation instincts, proven sales enablement, demand generation and closing capabilities, as well as expertise with team leadership, project management, and analytics.
• 10+ years of B2B / B2G solution selling experience including 3+ years of major accounts experience required.
• 10+ years of experience in constructing compelling sales pitches and presenting to senior executive corporate audiences.
• Strong leadership skills with the ability to inspire and motivate a team.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with a track record of developing successful partnership strategies.
• Ability to work in a fast-paced and dynamic environment.
• Doer mentality

Education:

• Bachelor's Degree or equivalent Education

About Us:

American Public University System (APUS) is an Online University based in Charles Town, WV. Our University has over 100,000 students. Our emphasis is educating our nation's military and public services communities with quality and affordable education. APUS provides partnership and commitment in helping students realize the dream of a higher education and the opportunities that brings.

It is the policy of American Public University System (APUS) to afford equal opportunity to all qualified persons. We treat all qualified individuals equally as to their recruitment, hiring, assignments, advancements, compensation, and all other terms and conditions of employment. American Public University System (APUS) does not discriminate on the basis of race, color, religion, creed, sex, age, national origin, sexual orientation, or physical, mental, or sensory disability, or any other characteristic protected by law.

Colorado, California, Washington and NYC Pay Transparency Statement

If you are a resident of Colorado, California, Washington or New York City and this role is available remotely, you may be eligible to receive additional information about the compensation and benefits for this role, which we will provide upon request. Please send an email to .