ETS IN THE NEWS
Positioning Educational Assessment for the 21st Century
What Does It Mean to be an Educational Measurement Organization in the 21st Century?
POSITION OVERVIEW
This position is a mission-critical role to lead all business development activities for ETS, including the identification and execution of mergers, alliances, joint ventures, and acquisitions for the enterprise. Specifically, this Chief of Enterprise Growth (CEG) will oversee research and analysis of business opportunities; assess potential partners and acquisition targets; develop new strategic alliances, which might also lead to merger or acquisition; and work with the R&D division to evaluate and implement opportunities for asset-based spinoffs.
THE ORGANIZATION
Educational Testing Service (ETS) is a world leader in educational assessment, with more than 50 years’ experience in promoting effective teaching and learning. With revenues approaching $1B and a staff of 2,600 professionals—including educators, researchers, psychometricians, statisticians, and policy specialists—the organization is dedicated to serving individuals, educators, businesses, and government bodies around the world.
Founded in 1947, ETS develops, administers and scores more than 50 million tests annually — including the TOEFL® and TOEIC® tests, the GRE® General and Subject Tests and The Praxis Series™ assessments — in more than 180 countries, and at over 9,000 locations worldwide.
THE CHALLENGE
In conjunction with the SVP of Business Innovation and Growth and in partnership with R&D and business unit heads, the Chief of Enterprise Growth will lead a team responsible for licensing agreements, contract negotiations, policies and program development, and all other necessary activities related to business innovation and growth.
Specifically, this individual will—
- Lead all business development activities to identify, negotiate and effect partnerships, mergers and acquisitions
- Drive revenue growth through the Business Innovation function
- Negotiate and close strategic relationships from beginning to conclusion
- Build and manage a high quality team of business development professionals capable of carrying out needed initiatives
- Research, source and negotiate strategic partnerships to support business development initiatives
- Establish business development policies and procedures and align them with company objectives
- Provide support for the successful integration and execution of projects
- Oversee strategic data and provide recommendations for expansion and growth based on findings
Conduct, synthesizes and present macro and micro research in support of strategic initiatives
THE CAREER OPPORTUNITY
To an experienced business developer with solid M&A experience, this opportunity offers several attractive features
- The opportunity to work for an industry leader in a strategically vital role
- The opportunity to work broadly in business development (not just in strategic partnership or acquisitions), and to develop skills that open future career paths
- The opportunity to work with really smart people
- The opportunity to evaluate and possibly implement technology transfer out of this IP-rich organization
The opportunity to work at the attractive ETS campus in the culturally diverse city of Princeton, NJ
THE IDEAL CANDIDATE
The ideal candidate has worked in a variety of business development roles that align with the business objectives above. Ideal would be an individual with (1) solid knowledge of the education industry, (2) both high-level strategic alliance and M&A experience, and (3) a some background in the process and financing of technology transfer.
This person currently might be working in a senior business development role for an educational technology, services, or publishing company, or as an investor/advisor in private equity or venture capital, investment banking, or consulting. He or she has “done deals”–of all types–and has both a keen strategic vision and an eye for details. In addition (and this is critical), this executive knows how to work with a research-driven organization such as ETS.
Specifically, this individual will have experience in the following domains–
- Transactions that result in major partnerships and mergers that help the enterprise grow according to its plans and leadership direction, both domestic and international
- A network of close-working relationships with senior-level executives of potential partner companies
- Strategic and analytical support for key business development decisions and opportunities
- Preparation and presentation of timely and relevant reporting and presentations for the senior management team regarding initiatives, progress, and challenges faced by the business development team
- Leading deal teams and negotiating transactions
- Serving as expert advisor to senior management regarding implementation of Business Innovation and Growth procedures, standards and best practices
- Exposure to the process of commercializing intellectual property through the formation of spinoffs and joint ventures
- In this regard, experience in markets outside of current ETS scope, including consumer and corporate markets
- Specific experience in the global marketplace
An MBA and/or advanced degree is desired.
The role also calls for a range of personal attributes– flexibility and adaptability; a great work ethic; strong leadership skills; an ability to develop and implement strategic plans; an ability to analyze and evaluate one’s own (and other’s) performance and to develop plans to improve performance; excellent presentation skills; willingness to take responsibility for both success and failure; a thick skin; self-confidence; a positive attitude about self, company, marketplace; and a strong desire for success.
COMPENSATION
Compensation will include salary and bonus in line with the individual’s experience.
TRAVEL
Travel may be as much as 30 percent initially in addition to any commuting. Some of this will be international.
CONTACT
Resume should be sent as a Word document to Ralph Protsik, Managing Director, BSG Team Ventures/Boston Search Group, ralph@bsgtv.com, and also posted on the BSG website, www.bsgtv.com.
