Head of Partnership Sales in London

Department: Tes Institute Sales

Location: London / Sheffield

Working Pattern: Hybrid, includes 3 days each week in the office

Contract Type: Full time, permanent

Salary: £60,000 - £70,000 + OTE 50%

Tes is a global Edtech leader, on a mission to empower schools and educators to deliver impactful, inspiring learning experiences worldwide. We understand the unique challenges faced by schools, and our ecosystem is specifically designed to address these needs head-on.

Role overview

Tes Institute is Tes’s accredited teacher training and development organisation, focussed on initial teacher training, qualifications and ongoing professional development for teachers. You will lead B2B and B2B2C business development to build our domestic and international presence and drive revenue across our Initial Teacher Training and CPD products. You will be responsible for contributing to and delivering against an agreed sales strategy to achieve revenue targets and will build and manage commercial relationships with a range of clients and partners including schools, groups, membership organisations, (school-based) teacher training providers, HEIs and other sector stakeholders.

This is a sales-focused role combining development and management of the sales function and capability, sales activity and strategic partnership development. This includes the building of a strong pipeline of sales leads and opportunities for revenue growth, and the achievement of both personal and team revenue targets. This role will include growing and managing a small team to develop the Institute business, both within the UK and internationally. This may include international travel to forge commercial relationships with new clients and partners.

You will need to be self-motivated, target driven, comfortable operating flexibly in a fast-paced environment, be able to respond to internal and external change dynamics and be able to work collaboratively with key team members from other areas of Tes’ sales functions. Tes Institute sales performance spans both B2B and B2C engagement, requiring strong alignment across Marketing, Operations and Programme Delivery to convert pipeline into enrolments, partnerships and revenue. Forging effective, accountable working relationships with Tes’ Marketing, Operational, and Programme Delivery functions will therefore be key to success. The role will be supported by the full Tes Institute team to ensure success.

Key Responsibilities

• Partnership Development: Identify, establish, and maintain relationships with key stakeholders, including schools, educational institutions, and government bodies.
• Sales and Negotiation: Lead negotiations and close deals with domestic and international partners, ensuring mutually beneficial agreements.
• Sales Performance: Achieve quarterly and annual revenue targets. Build and manage a pipeline of sales opportunities through the sales funnel, ensuring these are recorded in the CRM.
• Cross-functional Collaboration: Own and drive effective collaboration across Marketing, Operations and Programme Delivery to ensure B2B and B2C pipeline activity is coordinated, leads are progressed efficiently, and opportunities are converted into revenue.
• Accountability for Pipeline Conversion: Establish clear expectations, ways of working and follow-up actions with internal teams to ensure shared ownership of pipeline quality, customer experience and conversion performance.
• Reporting and Analysis: Prepare regular reports on business development activities, progress, and forecasts for senior management. Promote and present Tes Institute products at international events. Create and deliver presentations, proposals and client solutions, and identify and contribute to large-scale bid/tender opportunities.
• Market Research and Analysis: Conduct thorough market research to identify potential international markets and opportunities in the K-12 education sector.
• Strategic Planning: Develop and implement strategic business development plans to penetrate new markets and expand existing ones.
• Marketing and Promotion: Collaborate with the marketing team to develop and execute marketing campaigns to promote our educational products and services.
• Compliance and Regulations: Ensure all business activities comply with international regulations and standards in the education sector.
• Manage and develop a small team, to further gain new partnerships, grow Tes Institute’s reach and develop the business, both within the UK and internationally.

What will you need to succeed?

Experience

• Experience in business development, focused on the education sector is advantageous.
• Demonstrated success in developing and implementing business strategies that resulted in significant growth in both UK and international markets.
• Experience in negotiating and closing deals with international partners.
• Proven track record of establishing and maintaining relationships with key stakeholders in the education sector.
• Experience in building and developing a team, within a sales-based environment.
• Experience in developing and promoting teacher training courses and CPD is advantageous.

Knowledge

• Awareness of global trends in education, particularly in teacher training and professional development.
• Understanding of the K-12 education system, and an awareness of international education policies, regulations, and accreditation standards.
• Expertise in market research, identifying new business opportunities, and strategic planning.
• Knowledge of sales processes, negotiation techniques, and partnership development.
• Familiarity with cultural differences and how they impact business practices and education systems.
• Ability to adapt communication and negotiation styles to different cultural contexts.

What do you get in return?

• 25 days annual leave rising to 30
• 5% pension
• State of the art offices
• Access to a range of benefits via My Benefits World
• Free eye care cover
• Life Assurance
• Cycle to Work Scheme
• EAP (Employee assistance programme)
• Monthly Tes Socials
• Access to an extensive Learning and Development menu