Client Partner - K12 Education

Territory Ownership and Revenue Accountability

Own and achieve a personal revenue quota, meeting or exceeding quarterly and annual targets.

Build and execute a territory plan that identifies priority districts and schools, reflects relevant education funding policies, and balances near-term opportunities with long-term account development.

Maintain a well-qualified pipeline and proactively address revenue risks, accelerate key deals, and expand existing relationships.

Consultative Selling and Account Strategy

Lead the full sales process with district and school stakeholders, including superintendents, district leaders, and principals.

Conduct discovery to understand each client's priorities and challenges, and translate those needs into tailored FranklinCovey solutions.

Develop strategic account plans for key districts, including multi-year expansion strategies, stakeholder engagement plans, and clear success metrics.

Navigate complex buying processes, including RFPs, board approvals, and budget cycles.

Act as a responsible steward of FranklinCovey's brand and resources, balancing client needs with sound business decisions.

Pipeline Management and Forecasting

Use Salesforce, Domo, and other required tools to manage pipeline, track opportunities, and maintain accurate forecasting.

Regularly review pipeline health to validate opportunity quality, address stalled deals, and ensure sufficient early-stage activity to meet future targets.

Collaboration and Internal Partnership

Participate in territory “pods” (internal cross-functional groups supporting shared accounts/regions) to coordinate outreach, share insights, and deliver a consistent client experience.

Partner with coaches, implementation, and retention teams to support deal transitions and surface renewal and expansion opportunities.

Align with the Managing Director and sales leaders on territory strategy, complex deals, and learnings that inform broader sales efforts.

Professional & Sales Hygiene

Follow through reliably on commitments to clients and internal stakeholders.

Come prepared to meetings with clear agendas and desired outcomes.

Keep Salesforce and all required systems accurate and up to date.

Continuously develop core sales skills and apply coaching and feedback to improve execution.

Adaptively operate amid changing market conditions, evolving district needs, and shifts in internal strategy.

Independently diagnose performance gaps, test approaches, and adjust strategies to improve results.

Engage actively in ongoing training and self-development, and share effective practices with the pod and broader team.

Travel as required to meet with clients, attend industry events, and participate in internal meetings.

Benefits

• Medical, dental, and vision insurance
• HSA
• Employee stock purchasing plan
• 401(k)
• PTO
• holiday pay
• more

Qualifications

• Bachelor's or advanced degree
• 5+ years of education sales, education services, or school/district leadership experience

Preferred Skills & Experience

• Experience selling to K–12 districts
• Proven track record of consistently attaining or exceeding a multi-million-dollar annual quota or equivalent performance target
• Driving results through disciplined territory management and consultative selling
• Winning and growing business in complex, ambiguous, or rapidly changing environments
• Demonstrated ability to lead strategic conversations with senior district and school leaders
• Diagnose performance challenges within a territory and implement effective solutions
• Communicate clearly and persuasively in writing, virtually, and in person