EAB (Education Advisory Board)
Associate Director, Research Account Management
EAB (Education Advisory Board), Virginia, Minnesota, United States, 55792
Overview
EAB is a special place to work. You'll find motivated employees, growth opportunities, and a deep commitment to our partners. We pride ourselves on hiring the best people—not just for the job, but for the firm and the future of education. 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 tailor 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. We are committed to ensuring our employees love their jobs and are invested in their communities. Associate Director, Research 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 partner’s needs, while balancing EAB interests. 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 (in person and via phone) education executives (Presidents, Provosts, Chief Business Officers) at partner institutions to understand their needs and challenges with partnership, partner to solve any problems, and paint a vision for continued partnership Craft a unique and customized renewal strategy and contract that delivers surplus value for the partner and secures the partnership renewal Be responsible for contract renewal portfolio of roughly $4M This hire may be based in Washington, D.C. or Richmond, VA; this position is also open to remote employment within the continental United States. This position is also posted at the Director level; candidates are being considered at both levels for the current opening. Primary Responsibilities
Industry and Content Knowledge Develops general knowledge of major players in higher education industry Understands EAB’s point of view on sector issues and develops general knowledge of EAB offerings (across research, technology, and enrollment services) Develops deep knowledge of EAB Research product and services Diagnoses partner needs in partnership with Partner Success, mapping needs to EAB Research offerings to paint a vision for forward partnership Develops and maintains knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players Understands partner internal politics and key influencers and uses to inflect renewal outcomes Understands partner financial situation and incorporates into renewal strategy Communication Develops mastery of and successfully navigates contractual review with partners Effectively communicates urgency Leads difficult commercial conversations balancing EAB interests and partners’ needs and preferences As part of commercial conversations, meets with campus leaders to discuss their strategic priorities and presents solutions which effectively sell the vision of EAB’s capabilities Builds productive partnership and collaboration with Strategic Leaders (SLs), other members of SL teams across business lines; other commercial teams, and other divisions as needed, including the Research and Advisory Services teams Shares best practices/scripting/collateral with other members of the Commercial team to improve renewal outcomes Shares partner intelligence with key internal stakeholders to foster a more collaborative and connected service and commercial approach Monitor and communicate partner interests and trends across programs to Research, Delivery, and Product teams, as well as Account Management leadership, on a regular and ongoing basis Risk Identification & Mitigation Leads regular renewal reviews to identify renewal risks and cohort trends Identifies and updates renewal health grade based on input from SL and manages ongoing updates Reviews partner health metrics for objective perspective on risk; escalates to SLs & management appropriately Strategically develops and executes on diagnostic call strategy, ensuring all decisions have a diagnostic conversation 12+ months prior to decision Escalates partner service and value concerns identified via renewal conversations, to SL organization and other applicable parties (sales teams, technology commercial team, etc.) In partnership with the Strategic Leader, diagnoses partner obstacles to ensure they are finding value in their research partnerships with us, learn what their most important business needs are, and demonstrate how EAB resources can help accomplish their goals Pursues, negotiates, and closes retention opportunities, through a consultative commercial approach Skilled negotiator: Leads complex and sensitive negotiations, challenging renewal discussions, and creative contracting Owns commercial strategy, including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporates historical data Identifies renewal trends through look-backs and incorporates into renewal strategy & process improvements moving forward Generates ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length) Creates outreach strategy and organization of in-person and phone interactions Understands firm revenue and accrual processes and incorporates knowledge into commercial strategies Develops and executes on concession strategies in partnership with Deal Desk Leverages partner renewal conversation to identify portfolio growth opportunities Serves as a 1EAB (EAB internal reference program) agent, passing leads and teeing up/facilitating introductions Hits annual and semi-annual targets
#J-18808-Ljbffr
EAB is a special place to work. You'll find motivated employees, growth opportunities, and a deep commitment to our partners. We pride ourselves on hiring the best people—not just for the job, but for the firm and the future of education. 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 tailor 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. We are committed to ensuring our employees love their jobs and are invested in their communities. Associate Director, Research 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 partner’s needs, while balancing EAB interests. 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 (in person and via phone) education executives (Presidents, Provosts, Chief Business Officers) at partner institutions to understand their needs and challenges with partnership, partner to solve any problems, and paint a vision for continued partnership Craft a unique and customized renewal strategy and contract that delivers surplus value for the partner and secures the partnership renewal Be responsible for contract renewal portfolio of roughly $4M This hire may be based in Washington, D.C. or Richmond, VA; this position is also open to remote employment within the continental United States. This position is also posted at the Director level; candidates are being considered at both levels for the current opening. Primary Responsibilities
Industry and Content Knowledge Develops general knowledge of major players in higher education industry Understands EAB’s point of view on sector issues and develops general knowledge of EAB offerings (across research, technology, and enrollment services) Develops deep knowledge of EAB Research product and services Diagnoses partner needs in partnership with Partner Success, mapping needs to EAB Research offerings to paint a vision for forward partnership Develops and maintains knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players Understands partner internal politics and key influencers and uses to inflect renewal outcomes Understands partner financial situation and incorporates into renewal strategy Communication Develops mastery of and successfully navigates contractual review with partners Effectively communicates urgency Leads difficult commercial conversations balancing EAB interests and partners’ needs and preferences As part of commercial conversations, meets with campus leaders to discuss their strategic priorities and presents solutions which effectively sell the vision of EAB’s capabilities Builds productive partnership and collaboration with Strategic Leaders (SLs), other members of SL teams across business lines; other commercial teams, and other divisions as needed, including the Research and Advisory Services teams Shares best practices/scripting/collateral with other members of the Commercial team to improve renewal outcomes Shares partner intelligence with key internal stakeholders to foster a more collaborative and connected service and commercial approach Monitor and communicate partner interests and trends across programs to Research, Delivery, and Product teams, as well as Account Management leadership, on a regular and ongoing basis Risk Identification & Mitigation Leads regular renewal reviews to identify renewal risks and cohort trends Identifies and updates renewal health grade based on input from SL and manages ongoing updates Reviews partner health metrics for objective perspective on risk; escalates to SLs & management appropriately Strategically develops and executes on diagnostic call strategy, ensuring all decisions have a diagnostic conversation 12+ months prior to decision Escalates partner service and value concerns identified via renewal conversations, to SL organization and other applicable parties (sales teams, technology commercial team, etc.) In partnership with the Strategic Leader, diagnoses partner obstacles to ensure they are finding value in their research partnerships with us, learn what their most important business needs are, and demonstrate how EAB resources can help accomplish their goals Pursues, negotiates, and closes retention opportunities, through a consultative commercial approach Skilled negotiator: Leads complex and sensitive negotiations, challenging renewal discussions, and creative contracting Owns commercial strategy, including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporates historical data Identifies renewal trends through look-backs and incorporates into renewal strategy & process improvements moving forward Generates ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length) Creates outreach strategy and organization of in-person and phone interactions Understands firm revenue and accrual processes and incorporates knowledge into commercial strategies Develops and executes on concession strategies in partnership with Deal Desk Leverages partner renewal conversation to identify portfolio growth opportunities Serves as a 1EAB (EAB internal reference program) agent, passing leads and teeing up/facilitating introductions Hits annual and semi-annual targets
#J-18808-Ljbffr