Note: The job is a remote job and is open to candidates in USA. EAB partners with educational institutions to drive transformative change through data-driven insights, technology, research, and marketing and enrollment solutions. The Associate Director, Technology Account Management will manage a portfolio of student success technology contracts, lead renewals and upsell opportunities, communicate with senior partner stakeholders, and collaborate with internal teams to execute commercial strategies.
Responsibilities
- Develop and maintain general knowledge of major players in higher education industry
- Understand EAB’s point of view on industry issues
- Develop general knowledge of EAB offerings (across Research, Tech, and Marketing Enrollment Solutions) and more specific knowledge of Technology offerings
- Serve as the voice of the market for the broader EAB division, monitoring and communicating partner intelligence and interests to the performance technology teams on a regular and ongoing basis, as well as developing effective strategies for maintaining visibility of services and deliverables at partner institutions
- Build productive partnership and collaboration with partner success, support, research renewals, and all sales teams across business lines
- Review partner health metrics for an objective perspective in Technology and escalate to partner success and support as necessary
- Secure annual renewal of contracts and corresponding service terms (realize price increase, term length goals), hitting annual and semi-annual targets
- Strategically develop and execute on diagnostic call strategy, ensuring key decisions have a diagnostic conversation at least 12 months prior to decision
- Conduct key renewal decision conversations (may require travel onsite)
- Escalate partner service and value concerns identified via renewal conversations to Technology Delivery team
- Leverage partner renewal conversations to identify portfolio growth opportunities, including upselling partners to an enterprise portfolios
- Develop knowledge of each assigned partner’s contracting process, budget cycle, and decision-making process and key influencers
- Effectively manage renewal pipeline, achieving pacing targets in accordance with department goals
- Own commercial strategy including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporate historical data and partner financial situation
- Participate in bimonthly commercial line-by-line meetings with senior leadership to identify renewal risks, upsell opportunities and cohort trends across the Technology business
- Maintain updated health grades and renewal projections, ensuring Salesforce data integrity and compliance
- Understand firm revenue and accrual processes and incorporate knowledge into commercial strategies
- Successfully navigate contractual review with partner, effectively responding to partner questions and communicating urgency
- Create and send contracts, complying with departmental campaigns and protocols
- Identify commercial trends through look-backs and incorporate into strategy and process improvements moving forward
- Share best practices/scripting/collateral with other members of the Commercial team to improve renewal and upsell outcomes
- Generate ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length)
- Be a 1EAB agent, passing leads and teeing up/facilitating introductions
Skills
- * Bachelor's Degree from an accredited College/University
- * Ability to communicate effectively, both oral and written, with senior executives
- * Willingness to travel ~30% (plus occasional travel to DC office, if based remotely)
- * Valid U.S. Driver's License
- * Proven team collaboration experience
- * Must possess a minimum of 5+ years' full-time experience including a track record of success in at least 3 of the following areas:
- + Commercial (sales or account management) experience
- + Presentation experience
- + Leadership experience
- + B2B client management experience
- * Experience selling and/or renewing technology and/or consultative services
- * Proven negotiation skills
- * Demonstrated listening skills
- * Experience managing multiple clients
- * Proven ability to meet monthly, quarterly, and annual financial goals
- * Proven experience managing multiple, competing priorities
- * Experience finding multiple solutions to complex problems
- * Ability to successfully overcome challenges or obstacles
- * Experience developing personal organization tactics to meet business goals
- * Ability to work independently and within a team environment
- * Demonstrated knowledge of higher education subject matter
- * Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB's mission, values, and aspiration
Benefits
- Discretionary bonus or incentive compensation
- Medical, dental, and vision insurance plans; dependents and domestic partners eligible
- 20+ days of PTO annually, in addition to paid firm and floating holidays
- Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
- 401(k) retirement savings plan with annual discretionary company matching contribution
- Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
- Employee assistance program with counseling services and resources available to all employees and immediate family
- Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
- Fertility treatment coverage and adoption or surrogacy assistance
- Paid parental leave with phase back to work program for birthing and non-birthing parents
- Access to milk shipping service to support nursing employees during business travel
- Discounted pet health insurance coverage for dog and cat family members
- Company-provided life, AD&D, and disability insurance
- Financial wellness resources and membership in a robust employee discount program
- Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities
- Benefits kick in day one
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