Account Manager, Technology

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 five major areas:
enrollment, student success, institutional strategy, data & analytics, and diversity, equity, and inclusion (DE&I). 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:

Account Manager, Technology

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 $3M 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 hybrid role is based in our Washington, DC headquarters or is open to candidates who could be based in our Richmond, VA office. The position will report into the 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 PI, 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 conversation to identify portfolio growth opportunities, including upselling partners from individual licenses to an enterprise portfolio
• 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 2+ 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 valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB's DE&I Promise

If you've reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to submit an application if this is a role you would be passionate about doing every d.