Job Description
Director of District and School Partnerships
Location: Northern/Central NJ / NYC / Hudson County, NY
About the Role
ESS is seeking a highly motivated, strategic, and consultative business development professional to serve as Director of District Partnerships. This individual will be responsible for developing and expanding partnerships with K-12 school districts throughout an assigned territory. The Director of District Partnerships will engage district leaders, including Superintendents, Special Education Directors, Student Services leaders, and other key stakeholders, to identify challenges related to student mental health, special education, staffing, and student support services and align ESS solutions to meet those needs.
Success in this role requires a deep understanding of the K-12 education landscape, exceptional relationship-building skills, disciplined pipeline management, and the ability to navigate complex, long-cycle sales processes. The ideal candidate has a demonstrated track record of creating new partnerships, expanding existing accounts, and consistently achieving revenue goals while serving as a trusted advisor to district leaders.
Core Competencies & Success Profile
Revenue Accountability & Performance
Consistently achieves or exceeds quarterly and annual revenue targets.
Demonstrates success generating revenue through both new district acquisition and expansion of existing partnerships.
Maintains a healthy pipeline capable of supporting long-term territory growth.
Uses performance metrics and data to inform strategy and prioritize opportunities.
Territory Knowledge & Strategic Planning
Maintains a strong understanding of district, regional, and state educational trends, funding opportunities, policy developments, and student mental health initiatives.
Develops and executes territory plans that balance new business development, account expansion, and long-term partnership growth.
Identifies high-priority districts and proactively pursues emerging opportunities.
Relationship Building & Partnership Development
Builds trusted relationships with district leaders, including Superintendents, Assistant Superintendents, Special Education Directors, Student Services leaders, and school administrators.
Effectively develops partnerships within both existing ESS districts and new prospective accounts.
Successfully converts cold and warm leads into long-term district partnerships.
Collaborates with ESS leadership, clinical teams, operations, and marketing resources to maximize district engagement.
Consultative Selling & Solution Alignment
Leads strategic conversations to uncover district challenges related to staffing shortages, student mental health needs, compliance requirements, and service gaps.
Aligns ESS solutions to district priorities through thoughtful recommendations and customized proposals.
Positions ESS as a strategic partner rather than a transactional vendor.
Demonstrates deep knowledge of ESS services, industry trends, and competitive offerings.
Stakeholder Influence & Champion Development
Identifies and develops relationships with key decision-makers, influencers, champions, and economic buyers.
Creates and maintains stakeholder maps within target accounts.
Builds internal advocates who support ESS initiatives and partnership growth.
Pipeline Management & Operational Excellence
Maintains accurate and timely Salesforce documentation, including opportunity stages, stakeholder engagement, account plans, and forecasting.
Demonstrates disciplined prospecting activity and consistent pipeline development.
Utilizes CRM data and reporting to drive accountability and revenue performance.
Required Qualifications
Bachelor’s degree required; Master’s degree preferred.
Minimum of 5 years of experience in consultative sales, business development, strategic partnerships, or account management within education, mental health, special education, student services, edtech, SEL, curriculum, or related sectors.
Demonstrated experience working directly with K-12 school districts and district-level decision-makers.
Proven track record of meeting or exceeding quarterly and annual revenue targets.
Experience managing long-cycle sales processes involving multiple stakeholders and decision-makers.
Experience using Salesforce or similar CRM systems for pipeline management, forecasting, and account planning.
Strong verbal, written, presentation, and negotiation skills.
Preferred Qualifications
Experience in school-based mental health, special education, student support services, or behavioral healthcare.
Knowledge of state and federal education funding streams, including ESSA, IDEA, Medicaid reimbursement, Title funding, and mental health grants.
Experience presenting to Superintendents, Boards of Education, Special Education Directors, and other executive-level education leaders.
Demonstrated success developing new business while expanding existing district partnerships.
Background demonstrating commitment to student success, educational equity, mental health, or public education.
Indicators of Success
Successful candidates will demonstrate:
A history of building multi-year district partnerships that result in renewals, expansions, and sustained growth.
Experience navigating complex district decision-making processes.
Evidence of turning prospective opportunities into long-term strategic partnerships.
Success influencing executive-level stakeholders and securing district-wide commitments.
A collaborative approach that contributes positively to team culture and organizational success.
