Strategic Relationship Manager - US West

Harvard Business Publishing (HBP) is the leading destination for innovative management thinking, reaching lifelong learners to improve the practice of management in a changing world. This mission inspires us to unlock the leader in everyone—including you. Harvard Business Impact empowers educators to prepare students who can navigate tomorrow’s complex challenges.

About the Role

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.

Responsibilities

• 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.

Requirements

• 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.

Preferred Qualifications

• 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

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.

Benefits

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.

Pay

Competitive on-target earnings (OTE), with a target range of $126,000–$150,000. Actual salary will be set based upon a range of factors, including external benchmark market data, individual knowledge, skills, experience, location, and internal equity. This position also includes the opportunity to earn our annual Performance Based Variable Pay Program.