Director, Workforce Development

Job Locations US-CA-Temecula
Posted Date 2 weeks ago(6/25/2020 9:16 PM)
Requisition ID
2020-8826
Job Function
Outside Sales

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Cengage Logo New

Do you dare to reinvent the future of education?

At Cengage, we are harnessing the power of tech to build a future where all learners have the tools and confidence to achieve their goals.

 

As a Cengage employee, you will blaze a new trail to transform the way people learn. Collaborating with the best of the best, you will feel challenged and inspired to do breakthrough work. With the support of our united team, there is no limit to what you can imagine, create and set in motion.

Are we right for you?

We set the bar higher by bringing our unique talents and point of view to the table every day.  We are curious and comfortable with change and are willing to take risks to transform education. Most importantly, with everything we do, we put learning first.

 

As a fast growing, profitable standalone business within Cengage, ed2go has empowered millions of learners looking to improve their skills, get employed, and build a career. With over 2,000 academic partners, a growing roster of corporate customers, and an expanding direct-to-consumer channel, we are looking to significantly accelerate our business to address the global skills gap. 

 

As a highly motivated leader and subject matter expert in government and third party funding sources, you will work cross-functionally with other members of the sales leadership team and the ed2go leadership team to continually improve our third party funding strategy and sales footprint, while leading and implementing initiatives that shape the future and direction of this growing segment of our business. 

 

 

What You'll Do Here:

  • A member of ed2go’s Sales leadership team, and ed2go’s extended leadership team, reporting directly to the Sr. Director/Head of Channel Partnerships
  • The subject matter expert on ed2go’s third party funding sources (i.e. WIOA, Vocational Rehab, MyCAA, Military, Grants, etc.), sales trajectory, key partners and vendors contributing significant share and/or risk, funding source KPIs, and advocate for resource and initiative prioritization to accelerate growth
  • Highly resourceful, strategic and creative thinker, result-driven, self-motivated, innovative problem-solver, welcome to change, and works comfortably in a constantly evolving environment
  • Adept at making data-driven recommendations and taking the insights and implications found in the data and relate them through cohesive narratives
  • Able to handle multiple simultaneous projects, meet tight deadlines and remain calm under pressure and in the face of uncertainty
  • Someone possessing outstanding attention to detail with a proven track-record of achieving results

This leadership position is the intersection of:

  1. Funding source expertise, influential relationships, and industry credibility
  2. Sales management with accountability for specific sales targets for each funding source
  3. Strategy management with multi-year revenue, strategy, and resource planning by source

 

Create and lead our Third Party Funding Strategy

  • Provide subject-matter expertise to the organization and to our customers in multiple funding sources (in priority order): Workforce Development, Worker’s Compensation, Military Funding, Trade Adjustment Assistance, Bureau of Indian Affairs, etc.
  • Map out short, mid, and long-term plays per funding source, including win-strategies to capture more share, diversification strategies to minimize risk, and data-driven recommendations on where to focus and where to divest
  • Provide short and long-term strategic recommendations that build and capitalize on opportunities
  • Provide thought leadership through consultative sales support, deal closing, and marketing assets (white papers, webinars, tradeshow/conference presentations, etc.,)

Insights, Risk & Operational Management

  • Thorough knowledge of multi-year ed2go sales data by funding source overall, and by customer;  constant  data analysis to understand over, under, and flat performance by customer and funding source; create dashboards and risk indicators to monitor risk and work with sales team members to create mitigation plans per customer, region, and funding source
  • Develop micro and macro-level understanding of the environmental factors that correspond to funding source opportunities, funding source increases/decreases, and map ed2go performance to these factors
  • Provide regular report outs to the business on the status of performance against goals, the status of risk factors and mitigation plans, and plans to get back on track (if needed)
  • Provide compelling and concise summaries of opportunities, performance, and plans to stakeholders within ed2go and Cengage
  • Collaborate with the leadership team on monthly, quarterly, and annual presentations, health metrics, and other updates that summarize business performance and opportunities.

People Management & Teaming

  • Overseeing the activities and performance of the third party funding sales team, including an in-depth knowledge of the value generated by resource activities and opportunities for resource optimization
  • Working with direct reports and sales leaders in meeting or exceeding team sales goals.
  • Collaborating with marketing on GTM execution and sales enablement needs.
  • Ongoing training and coaching of your direct reports
  • Developing your sales team through motivation, counseling and product/service model knowledge education.
  • Oversee our vendor relationship for RFP/Grant services, including regular performance reviews and vendor feedback, competitive service evaluation (if needed), and mid- to long-term evaluation of bringing this capability in-house.

Skills You Will Need Here:

  • BA/BS degree; Advanced degree preferred
  • Experience managing sales personnel or quota-driven direct reports
  • Deep understanding of third party funding sources, with expertise in:
    • Workforce Development Funding (WIOA, State Workforce Boards, America’s Job Centers, ITAs, ETPL processes)
    • Worker’s compensation processes (DOR, CA Supplemental Job Displacement)
    • Military funding (MyCAA, COOL, GI)
    • Community-Development Players, such as Goodwill Industries International
    • Other notable funding sources (i.e. Tribal funding through the Bureau of Indian Affairs, Trade Adjustment Assistance, etc.,)
  • Deep understanding and experience with processes tied to grant procurement, RFQs, RFIs, and RFPs.  Experience managing or responding to grants or RFPs, preferred.
  • Experience in planning and implementing sales strategies.
  • Experience in customer relationship management.
  • Minimum of 4 years people management experience, with specific examples of KPIs utilized to drive performance and behavior
    • Strategic mindset – be able to tell a story through analysis, deep understanding on context, and drive value add throughout each iterative cycle
    • Demonstrated writing and verbal presentation skills enabling her/him to prepare and present information and recommendations to a diverse audience
    • Collaborative problem solving and working style to drive change through influence
    • Able to self-manage progress against milestones and deliverables with a high degree of accountability and personal urgency
    • Interest and/or experience in education, software, information services and/or publishing industries a plus

 

Preferred:

  • Experience working with continuing education, workforce training, non-credit bearing programs, and employee training solutions

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