战略关系经理（美国西区）
Strategic Relationship Manager - US West
哈佛商业出版（Harvard Business Publishing，HBP）——创新管理思维的首选目的地。我们为终身学习者提供服务，以改善不断变化世界中的管理实践。这一使命激励着我们每个人去发掘每个人心中的领导者——包括你！
哈佛商业影响（Harvard Business Impact，HBI）赋能教育者，帮助学生应对未来复杂的挑战。
**战略关系经理 – 美国西部地区，高等教育**
哈佛商业影响（HBI）是一家以使命为导向的组织，致力于提升管理实践。作为哈佛大学的子公司，我们通过高质量的内容和学习解决方案，为全球的教育工作者、学生和专业人士提供支持，这些方案支持主动学习、体验式学习和基于技能的学习，适用于高等教育领域。
高等教育部门与全球机构合作，提供案例、模拟、文章、在线课程以及新兴的AI驱动学习工具。我们通过培训、课程设计资源和数字交付平台，支持教职员工和项目负责人，帮助实现以学习者为中心的教学。
我们正在寻找一名**战略关系经理（SRM）**，负责推动增长、加强机构合作，并扩大美国西部地区HBI解决方案的采用。该职位将与区域总监及跨职能团队紧密合作，执行区域战略，深化关键客户的参与，并在本科、MBA和高管教育项目中发现新的机会。
**你将负责的工作**
_**客户增长与关系管理**_
- 负责一个区域内的高等教育机构组合，对收入增长、采用率和留存率负责。
- 与院长、主任、项目主管、教师、图书管理员和管理人员建立并维护多层次的关系。
- 通过了解课程需求、教学趋势和机构重点，成为值得信赖的顾问。
- 领导与个别教师和项目负责人之间的虚拟和现场互动，包括课程规划讨论、产品演示和教师发展活动。
- 保持定期的客户访问，以加强关系、推动采用并发现新机会。
- 在客户内部管理多种收入渠道，包括机构项目和学生付费项目，以最大化参与度和
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[Harvard Business Publishing](https://www.harvardbusiness.org/about-harvard-business-publishing/) (HBP) – the leading destination for innovative management thinking. We reach lifelong learners to improve the practice of management in a changing world. This mission inspires each of us to unlock the leader in everyone – including you!
[Harvard Business Impact](https://www.hbsp.harvard.edu/home/) empowers educators to prepare students who can navigate tomorrow’s complex challenges.
**Strategic Relationship Manager – US West, Higher Education**
Harvard Business Impact (HBI) is a mission-driven organization dedicated to improving the practice of management. As a subsidiary of Harvard University, we serve educators, students, and professionals worldwide through high-quality content and learning solutions that support active, experiential, and skills-based learning in higher education.
The Higher Education division partners with institutions globally by providing cases, simulations, articles, online courses, and emerging AI-enabled learning tools. We support faculty and program leaders through training, curriculum design resources, and digital delivery platforms that help bring participant-centered learning to life.
We are seeking a **Strategic Relationship Manager (SRM)** to drive growth, strengthen institutional partnerships, and expand adoption of HBI solutions within the US West region. This role partners closely with the Regional Director and cross-functional teams to execute territory strategy, deepen engagement at key accounts, and identify new opportunities across undergraduate, MBA, and executive education programs.
**What you'll do**
_**Account Growth & Relationship Management**_
- Own a regional portfolio of higher education institutions, responsible for revenue growth, adoption, and retention.
- Build and maintain multi-level relationships with deans, directors, program managers, faculty, librarians, and administrators.
- Serve as a trusted advisor by understanding curriculum needs, pedagogy trends, and institutional priorities.
- Lead virtual and in-person engagements with individual faculty and program leaders, including course planning discussions, product demos, and faculty development sessions.
- Maintain consistent account visits to strengthen relationships, drive adoption, and identify new opportunities.
- Manage multiple revenue channels within accounts, including institutional and student-pay programs, to maximize engagement and growth.
_**Consultative Selling & Territory Strategy**_
- Execute the regional go-to-market strategy in partnership with the Regional Director.
- Identify emerging opportunities within accounts, including AI-enabled solutions, and propose tailored approaches that meet evolving institutional and program needs.
- Negotiate annual and multi-year agreements to strengthen enterprise partnerships.
- Partner with Inside Sales to run targeted outreach campaigns to engage educators at high-potential accounts.
_**Cross-Functional Collaboration & Data Insights**_
- Collaborate with Customer Success, Digital Product Specialists, Marketing, and Operations to deliver a consistent customer experience.
- Represent the voice of the customer internally to inform product enhancements, identify trends, and help shape go-to-market strategy.
- Use CRM and analytics tools (Salesforce, dashboards) to interpret usage trends, uncover new opportunities, and monitor adoption patterns.
- Leverage data to design and execute targeted campaigns or initiatives that drive adoption and engagement.
_**Brand & Market Engagement**_
- Lead compelling presentations and 1:1 faculty meetings—virtually and on-site—to advance content adoption, showcase HBI thought leadership, and support institutional goals.
- Conduct regular campus visits and attend institutional events to strengthen the HBI brand, cultivate key relationships, and expand the reach of our learning solutions.
- Partner with institutions to promote inclusive and equitable access to HBI resources, ensuring engagement across diverse programs, faculty, and student populations.
**What you'll bring**
- 5+ years of success in strategic account management, business development, consultative sales, customer success, or relationship management, ideally within Higher Education, EdTech, academic publishing, SaaS, or a related industry.
- Proven ability to grow and retain accounts by building trusted relationships with a broad range of stakeholders, including senior leaders, faculty, program directors, administrators, and other decision-makers.
- Demonstrated success managing a geographic territory, developing account strategies, identifying growth opportunities, and achieving revenue or adoption goals.
- Strong consultative selling skills with the ability to understand customer needs, influence decision-making, and recommend tailored solutions that drive value.
- Excellent communication, presentation, facilitation, and relationship-building skills, with confidence engaging both virtually and in person.
- Experience leveraging CRM platforms such as Salesforce and data insights to guide account planning, measure success, and identify opportunities for growth.
- Strong business acumen, problem-solving, and negotiation skills, with the ability to navigate complex organizations and multi-stakeholder decision-making environments.
- Self-motivated and highly organized, with the ability to work independently while effectively collaborating across cross-functional teams.
**You'll standout if you have**
- Passion for higher education, teaching and learning, and helping institutions achieve their strategic, academic, and learner success goals.
- Proven consultative selling, account expansion, and upselling experience, with a track record of driving adoption, growth, and long-term customer relationships.
- Experience building relationships with faculty, academic leaders, and institutional stakeholders, while successfully managing a large, multi-state territory and developing strategies to grow complex accounts.
- Field-based experience, including regularly meeting customers both in person and virtually, with the ability and willingness to travel up to 50% during the academic year throughout the US West region.
**Location Preference:** This is a remote, field-based role supporting institutions throughout the US West region. While candidates may be based anywhere within the territory, we are prioritizing those located in or near major metropolitan areas with well-connected airports, including Seattle, WA; Portland, OR; San Francisco, CA; Los Angeles, CA; Salt Lake City, UT; and San Diego, CA, to support frequent regional travel and in-person customer engagement.
**What we offer**
As a mission-driven global company, Harvard Business Publishing is committed to fostering a culture of inclusion, trust, and engagement where everyone is welcome, valued, respected, and feels they belong. In addition to a competitive compensation and benefits package, we offer meaningful programs focused on career development and employee wellness, such as education reimbursement and early-release Summer Fridays!
HBP is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, gender identity, sexual orientation, pregnancy and pregnancy-related conditions, or any other characteristic protected by law.
Competitive on‑target earnings (OTE), with a target range of **$126,000–$150,000**.
Above is the annualized pay range for this position. In addition, this position includes the opportunity to earn our annual Performance Based Variable Pay Program. Actual salary will be set based upon a range of factors, including external benchmark market data, individual knowledge, skills, experience, location and internal equity.