Sales Capability Manager jobs

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!

The opportunity

The Strategic Relationship Manager (SRM) is a senior sales role responsible for driving revenue growth across Australia and New Zealand.

The role is accountable for achieving commercial & our mission objectives through new business acquisition, account expansion, customer retention, and increased adoption of Harvard Business Impact's teaching materials, simulations, digital learning solutions, and faculty development offerings.

Working closely with universities and business schools, the SRM will build strong relationships with faculty, academic leaders, and institutional decision-makers to understand their teaching and curriculum priorities, identify opportunities, and translate those needs into commercial growth opportunities.

Success in this role requires a combination of sales excellence, commercial acumen, consultative problem-solving, and the ability to build trusted customer relationships that drive long-term business growth.

Key Responsibilities

Sales & Revenue Growth

• Lead the growth of Harvard Business Impact across Australia and New Zealand by strengthening existing institutional engagement and developing new opportunities.
• Develop and execute market and account strategies that increase adoption of Harvard Business Impact solutions across the higher education sector.
• Build and maintain a strong pipeline of opportunities to support sustainable business growth.

Solution Selling & Opportunity Development

• Lead consultative sales conversations that position Harvard Business Impact's teaching materials, simulations, digital learning offerings, and faculty development solutions as drivers of educational impact.
• Identify emerging customer needs, shape strategic opportunities, and convert them into commercial outcomes.
• Lead complex sales cycles from opportunity identification through negotiation and closure.

Strategic Customer Leadership

• Develop trusted relationships with faculty, academic leaders, and institutional decision-makers across universities and business schools.
• Act as a strategic advisor to customers, aligning Harvard Business Impact's solutions with institutional priorities, teaching objectives, and learning outcomes.
• Expand engagement within key accounts to unlock new growth opportunities and strengthen long-term customer value.

Market Presence & Cross-Functional Collaboration

• Represent Harvard Business Impact across the ANZ higher education ecosystem through regular customer engagement, campus visits, and industry events.
• Partner with regional and global colleagues to deliver an exceptional customer experience and accelerate growth across the territory.
• Contribute market insights, customer intelligence, and commercial recommendations to inform regional strategy.

Qualifications & Experience

Required

• 8+ years of experience in consultative sales, strategic account management, or business development, with demonstrated responsibility for customer growth.

• Proven success managing complex buying cycles and building long-term client relationships.
• Demonstrated ability to engage and influence senior stakeholders.
• Strong communication, presentation, negotiation, and relationship management skills.
• Self-motivated with the ability to operate independently in a dynamic and entrepreneurial environment.
• Experience using CRM platforms such as Salesforce and data-driven planning approaches.

Preferred

• Experience within higher education, academic publishing, educational technology, executive education, professional learning, or related sectors.
• Understanding of the Australia and New Zealand higher education landscape.
• Existing relationships with universities, business schools, academic leaders, or educational decision-makers.
• Familiarity with teaching innovation, faculty development, digital learning, or curriculum-focused initiatives.

Travel

Ability to travel regularly across Australia and New Zealand to support customer engagement, institutional engagement, industry events, and business development activities.

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.

130K -150K AUD + Sales commissions