Senior Partnership Director

About IDP

IDP is the global leader in international education services, delivering global success to students, test takers and our partners, through trusted human relationships, digital technology and customer research. An Australian-listed company, we operate in more than 50 countries around the world.

Our team is comprised of over 7,000 people of various nationalities, ages and cultural backgrounds. Proudly customer-first, our expert people are powered by global technology. Together, we offer unmatched services, helping local dreams become realities, all over the world.

Learn more at www.careers.idp.com

Role purpose

IDP is looking for a Senior Partnerships Director (SPD) to join the US Partnerships team, reporting to the VP of Partnerships, USA. The SPD will help lead the acquisition of priority partnerships in the US, using IDP’s market-leading services and solutions to build, implement and deliver successful innovative partnerships with our top tier of prospective clients, driving revenue outcomes from in-market student recruitment, digital marketing, and intelligence services, among other things. The right candidate will be a true team player, thrive and succeed in a role with commercial KPIs, and enjoy coaching others towards similar KPIs.

Liaising with the broader Partnerships, Marketing, Client Success teams and the VP of Partnerships USA, the SPD will focus on priority partnership acquisitions to reach team goals through direct account management while also overseeing a team of Partnerships/Senior Partnerships managers (PMs). The SPD takes a proactive role in building pipeline, leading and coaching a team of PMs, account-based marketing initiatives, participating in key in-person events, thought leadership and leveraging the IDP insights and network to achieve KPIs. The role will also focus on developing new student placement models, key projects relating to student placement revenue growth, new product areas and contract updates.

Key accountabilities

This role focuses on driving new business growth for IDP, specifically in student placement and related services. You'll lead strategic client acquisition, forge key partnerships across various in-market and digital marketing services, and support the VP of Partnerships in developing acquisition strategies and market segmentation.

A core responsibility involves managing and coaching Partnership Managers (PMs). You'll guide them on acquisition strategies, ensuring they meet commercial targets. You'll also spearhead account-based marketing (ABM) projects with other departments and collaborate with other Strategic Partnerships Directors (SPDs) to support the VP's objectives and leadership updates.

You'll work closely with the VP to optimize team efficiency and align projects with strategic goals. This includes taking on new initiatives like acquisitions and contract consolidations, meticulously planning them from end to end. Effective communication and collaboration with other departments are crucial to represent the team's work and foster positive relationships. Ultimately, you'll identify and implement programs that directly boost new business development.

During periods without specific programs, you'll proactively identify high-growth business areas for IDP, conducting in-depth research on market opportunities and feasibility. You'll then present these findings and recommendations directly to leadership, including prioritization and urgency. For approved initiatives, you'll develop clear project plans, communicate requirements, and report on progress and ROI.

For managing Partnership Managers, you'll conduct weekly one-on-ones to set clear objectives and SMART targets, track individual progress towards commercial goals, and foster talent development. You'll keep the VP informed on individual progress, risks, and mitigation strategies. Additionally, you'll assist in recruitment, participating in interviews, and analyze the team's sales process to identify areas for improvement and communicate these to the VP.

Required experience

The ideal candidate will have the following experience and skills:

•     A proven track record of working within the higher education sector; ideally both within international enrollment management at an HE institution and in the commercial sector (at least 7-12 years of total experience)

•     Experience with successfully selling complex products or solutions, preferably within the higher education space

•     Exceptional understanding of education-focused digital marketing and international student recruitment

•     Understanding of the importance of data and evidence to inform strategic decisions

•     Previous experience with direct management and mentorship of a team 

•     A team player with a high level of emotional intelligence to support positive and sophisticated engagements with prospects and clients across all levels of seniority

•     A desire to help foster and work in a healthy and positive environment where the emphasis is on constructive collaboration and problem-solving with our clients, our students, our company, and our colleagues in mind

•     Ability to strategically review university recruitment objectives and the student placement performance against these objectives

•     Ability to recommend tactical plans, influencing internal stakeholders to get the very best for the client 

•     Attention to details, allowing for the composition and communication of sophisticated business proposals & campaign reporting

•     A strong influencer with experience of engaging stakeholders and using technical, commercial and analytical information to form compelling solutions

•     Proven ability to establish, grow and improve relationships with senior leadership within client organizations

•     Experience managing multi-year contractual negotiations 

•     Tolerance for ambiguity and ability to work in a fast-paced and company environment, adapting quickly to change as we build and innovate our products and services for our clients and students