Associate Director, Research Account ManagementAt 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.
The Role in Brief: Associate Director, Account Management (Research) 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.
Associate Directors in Research Account Management:
Are the senior contact for all partner interactions in the Research renewal process; at times sourcing cross-sell opportunities & working with the sales team to execute on cross-sellMeet with education executives at partner institutions to understand their needs and challenges with partnershipCraft a unique and customized renewal strategy and contract that delivers surplus value for the partner and secures the partnership renewalWill be responsible for contract renewal portfolio of roughly $4M.Primary Responsibilities: Industry and Content Knowledge
Develops general knowledge of major players in higher education industryUnderstands EAB's point of view on sector issues & develops general knowledge of EAB offeringsDevelops deep knowledge of EAB Research product and servicesDiagnoses partner needs in partnership with Partner SuccessDevelops and maintains knowledge of partners' contracting processes, budget cycles, and decision-making processesCommunication
Develops mastery of and successfully navigates contractual review with partnersEffectively communicates urgencyLeads difficult commercial conversations balancing EAB interests and partners' needsBuilds productive partnership and collaboration with Strategic LeadersShares best practices with other members of the Commercial teamRisk Identification & Mitigation
Leads regular renewal reviews to identify renewal risksIdentifies and updates renewal health grade based on input from SLReviews partner health metrics for objective perspective on riskRenewal/Contracting Process
Identifies individuals involved in the contract renewal processCreates and sends contracts, complying with departmental campaignsConducts key renewal decision conversationsBusiness Reporting & Administrative
Develops contract strategy and reports on complianceIdentifies commercial trendsMaintains Salesforce data integrity and complianceBasic Qualifications: Bachelor's Degree from an accredited College/University5+ years of commercial experience5+ years of post-graduate experience in at least two of the following:Experience delivering client presentationsExperience in Sales, Account ManagementIdeal Qualifications: Proven commercial and negotiation skillsAnalytical thinking skillsDemonstrated knowledge of higher education subject matterIf 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. Compensation: The anticipated starting salary (base) range for this role is $63,000 - $89,000 per year.
This hire will additionally be eligible for discretionary bonus or incentive compensation.
Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package.
This opening is not eligible for visa sponsorship at this time. 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.
EAB is an Equal Opportunity Employer.
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