Associate Director, Technology Account Management

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.

At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.

For more information, visit our Careers page.

The Role in Brief:

Associate Director, Technology Account Management

Our staff represents EAB’s commercial division at colleges and universities. We hire persuasive communicators with strong negotiation skills, who are comfortable listening to Presidents, Deans, Provosts, or Procurement contacts to map commercial strategy to partners’ needs.

This hire will be expected to become familiar with our technology product offerings and be responsible for a contract portfolio over $4M per fiscal year focused on student success technology renewals and upsell opportunities.  Effectively communicating EAB’s technology services and deliverables will be critical to this role, as will working with our Partner Success team in crafting strategy on how to best serve a partner constituency, and supporting our relationships with partners’ larger executive team.

This role is based in our Washington, DC headquarters or is open to candidates who could be based in our Richmond, VA office or remotely within the continental United States.

The position will report into the Managing Director, Technology Account Management.

Primary 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

Time in market (via phone): 60-70%

Travel expectation (in person): 10-30%

Basic Qualifications:

• 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

Ideal Qualifications:

• 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.

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day.

Compensation:

The anticipated starting salary range for this role is $63,000 - $89,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.

This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.

Benefits:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

• 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; learn more at eab.com/careers/benefits.

This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.

At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.

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