EAB
Associate Director, Research Account Management
EAB, Washington, District of Columbia, us, 20022
Associate Director, Research Account Management
Position overview and responsibilities for this role are described below. Responsibilities
Are the senior contact for all partner interactions in the Research renewal process; at times sourcing cross-sell opportunities and working with the sales team to execute on cross-sell Meet with education executives (Presidents, Provosts, Chief Business Officers) at partner institutions to understand their needs and challenges with partnership, partner to solve problems, and paint a vision for continued partnership Craft a unique and customized renewal strategy and contract that delivers value for the partner and secures the partnership renewal Responsible for contract renewal portfolio of roughly $4M Develops general knowledge of major players in the higher education industry and EAB offerings across research, technology, and enrollment services Diagnoses partner needs in partnership with Partner Success, mapping needs to EAB Research offerings to paint a vision for forward partnership Maintains knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players Understands partner internal politics and influences renewal outcomes Understands partner financial situation and incorporates into renewal strategy Develops mastery of and navigates contractual review with partners Effectively communicates urgency and leads difficult commercial conversations balancing EAB interests and partners’ needs Meets with campus leaders to discuss strategic priorities and presents solutions that sell the vision of EAB’s capabilities Shares best practices, scripting, and collateral with Commercial team to improve renewal outcomes Monitors and communicates partner interests and trends across programs to Research, Delivery, and Product teams Leads renewal reviews to identify renewal risks and cohort trends Identifies renewal health metrics and escalates concerns appropriately Strategically develops diagnostic call strategy, ensuring discussions occur 12+ months prior to decision Escalates partner service and value concerns to SL organization and other applicable parties Identifies portfolio growth opportunities through renewal conversations Contracting & Commercial Strategy
Pursues, negotiates, and closes retention opportunities using a consultative approach Leads complex negotiations and manages renewal discussions and contracting Owns commercial strategy, including pricing and contract length, with Deal Desk and Strategy & Operations Identifies renewal trends and drives process improvements Develops outreach strategies for in-person and phone interactions Understands revenue and accrual processes and applies them to strategies Collaborates on concession strategies with Deal Desk Identifies portfolio growth opportunities and acts as a facilitator for internal referrals Renewal/Contracting Process
Identifies individuals involved in contract renewal processes Creates and sends contracts in line with campaigns and protocols Leads renewal conversations and may require travel onsite depending on role Understands budgeting and approval processes at partner institutions to track revenue Secures annual renewal contracts with terms that realize price increases when appropriate Manages renewal pipeline and pacing targets Business Reporting & Administration
Develops contract strategy and reports on compliance Reports on monthly renewal performance and trends Maintains Salesforce data integrity and renewal projections Qualifications
Bachelor’s Degree from an accredited college/university Proven track record in current position; ability to communicate with senior executives Willingness to travel up to 15% Valid Driver’s License 5+ years of commercial experience with a personal revenue target 5+ years of post-graduate experience in at least two of: client presentations, sales/account management, simplifying complex ideas, or client management Ideal Qualifications
Proven commercial and negotiation skills Ability to meet financial goals Knowledge of higher education subject matter Analytical thinking and project management skills Strong listening and relationship-building abilities Ability to manage multiple clients and priorities Commitment to continual learning and a collaborative culture Compensation & Benefits
The anticipated starting salary range is $63,000 - $89,000 per year. Other compensation may include discretionary bonus or incentive pay. Benefits kick in day one and include medical/dental/vision, PTO, retirement plan with company matching, FSA/HSA options, EAP, wellness programs, parental leave, and other programs. Equal Opportunity Employer. EEO statements and non-discrimination policies apply in accordance with applicable laws.
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Position overview and responsibilities for this role are described below. Responsibilities
Are the senior contact for all partner interactions in the Research renewal process; at times sourcing cross-sell opportunities and working with the sales team to execute on cross-sell Meet with education executives (Presidents, Provosts, Chief Business Officers) at partner institutions to understand their needs and challenges with partnership, partner to solve problems, and paint a vision for continued partnership Craft a unique and customized renewal strategy and contract that delivers value for the partner and secures the partnership renewal Responsible for contract renewal portfolio of roughly $4M Develops general knowledge of major players in the higher education industry and EAB offerings across research, technology, and enrollment services Diagnoses partner needs in partnership with Partner Success, mapping needs to EAB Research offerings to paint a vision for forward partnership Maintains knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players Understands partner internal politics and influences renewal outcomes Understands partner financial situation and incorporates into renewal strategy Develops mastery of and navigates contractual review with partners Effectively communicates urgency and leads difficult commercial conversations balancing EAB interests and partners’ needs Meets with campus leaders to discuss strategic priorities and presents solutions that sell the vision of EAB’s capabilities Shares best practices, scripting, and collateral with Commercial team to improve renewal outcomes Monitors and communicates partner interests and trends across programs to Research, Delivery, and Product teams Leads renewal reviews to identify renewal risks and cohort trends Identifies renewal health metrics and escalates concerns appropriately Strategically develops diagnostic call strategy, ensuring discussions occur 12+ months prior to decision Escalates partner service and value concerns to SL organization and other applicable parties Identifies portfolio growth opportunities through renewal conversations Contracting & Commercial Strategy
Pursues, negotiates, and closes retention opportunities using a consultative approach Leads complex negotiations and manages renewal discussions and contracting Owns commercial strategy, including pricing and contract length, with Deal Desk and Strategy & Operations Identifies renewal trends and drives process improvements Develops outreach strategies for in-person and phone interactions Understands revenue and accrual processes and applies them to strategies Collaborates on concession strategies with Deal Desk Identifies portfolio growth opportunities and acts as a facilitator for internal referrals Renewal/Contracting Process
Identifies individuals involved in contract renewal processes Creates and sends contracts in line with campaigns and protocols Leads renewal conversations and may require travel onsite depending on role Understands budgeting and approval processes at partner institutions to track revenue Secures annual renewal contracts with terms that realize price increases when appropriate Manages renewal pipeline and pacing targets Business Reporting & Administration
Develops contract strategy and reports on compliance Reports on monthly renewal performance and trends Maintains Salesforce data integrity and renewal projections Qualifications
Bachelor’s Degree from an accredited college/university Proven track record in current position; ability to communicate with senior executives Willingness to travel up to 15% Valid Driver’s License 5+ years of commercial experience with a personal revenue target 5+ years of post-graduate experience in at least two of: client presentations, sales/account management, simplifying complex ideas, or client management Ideal Qualifications
Proven commercial and negotiation skills Ability to meet financial goals Knowledge of higher education subject matter Analytical thinking and project management skills Strong listening and relationship-building abilities Ability to manage multiple clients and priorities Commitment to continual learning and a collaborative culture Compensation & Benefits
The anticipated starting salary range is $63,000 - $89,000 per year. Other compensation may include discretionary bonus or incentive pay. Benefits kick in day one and include medical/dental/vision, PTO, retirement plan with company matching, FSA/HSA options, EAP, wellness programs, parental leave, and other programs. Equal Opportunity Employer. EEO statements and non-discrimination policies apply in accordance with applicable laws.
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