Associate Director, Technology Account Management

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 1
  
  EAB 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…