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Director, Product Partnerships

Harvard Business Publishing's Higher Education division serves students and educators by adding dynamic, real-life perspectives on management to undergraduate, masters and executive education programs. Through training seminars, course planning tools and direct delivery of digital materials, we offer educators resources to support participant-centered learning. The Higher Education division continues to actively evolve its portfolio of learning materials, offering over 45,000 cases, articles, online courses, simulations and other learning materials developed at Harvard Business School and other world class institutions.  The Director, Product Partnerships is a key member of a newly formed high-performing Digital Strategy team accountable for Higher Education's digital audience, product and business growth. The Director will own the strategy and execution of product partnership programs. Top candidates will be capable of effectively partnering with the internal team to bring new partnership models to market while creating win/win scenarios for external partners. This individual will take responsibility for Higher Education's active pilot partnership programs and expand efforts by defining and launching new programs. Reporting to the Managing Director, Digital Strategy, this role will start is a senior individual contributor role that works collaboratively across the organization, including Sales, Marketing, Editorial, Product Management, Product Development, Engineering, Finance and Customer Service, as well as across the Harvard community, our global partners, and our customers. This role will add management responsibilities as partnership programs expand.  RESPONSIBILITES  Articulate value proposition for partners to work with HBP as content, product development or distribution partners  Partner with Product Management Directors to identify business needs, portfolio gaps and potential partners  Identify and structure new partnership models to help evolve HBP's Higher Education business model and revenue opportunities  Build business cases and budgets for partner programs, including revenue opportunities, royalty structures and resource needs  Conduct market scans and initial partner vetting  Own negotiations and contract management, liaising with Finance and Legal to finalize details  Identify contributions and resources needed from cross-functional teams, manage stakeholder relationships and serve as business owner on key initiatives  Partner with website team to identify technical integration solutions and standards (e.g. IMS Global) to best support partner success  Serve as key point of contact for strategic partners post contract and build an effective and efficient partner management program  Continually review performance of partnerships, managing them to performance targets, and making renewal decisions  Champion new partnership programs internally, and serve as an advisor to sales as needed  Advise internal teams on partnership management of case content partners and authors  KEY ATTRIBUTES  Strategic mindset paired with strong execution skills and demonstrated business acumen  Excellent interpersonal and presentation communication skills  Diplomatic personality and persuasive seller, able to represent to HBP to senior executives  Ability to work collaboratively and develop trusted cross-functional relationships to produce results within desired timelines, scope, and budget  Thinks out-of-the-box to bypass technical limitations or complexity and improve speed to market  Able to act entrepreneurially in an established organization, and find creative ways to get things done  Strong results-orientation, and acts with enthusiasm, resilience, and possesses a "can do" attitude  EXPERIENCE  10+ years of business development, partnership management or strategic sales experience  Track record of identifying and onboarding new partners  P&L ownership, including budget, target setting and expense management  Comfort in explaining technology products to a variety of influencers, purchasers and stakeholders  Experience managing business-critical partnerships through their lifecycle and managing them to performance targets and success  Strong understanding of revenue and royalty models and solid foundation of operational business knowledge  Experience in contract development and negotiation  Prior management experience, with direct reports or contractors  Experience with distributor/reseller/channel partner models a plus  Experience in education or learning technology a plus  International work experience and language fluency a plus JO-1812-1365
Salary Range: NA
Minimum Qualification
11 - 15 years

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