Overview

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 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—our employees are supported and encouraged to love their jobs and engage with their communities. For more information, visit our Careers page.

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 listen to Presidents, Deans, Provosts, or Procurement contacts to map commercial strategy to a partner's needs while balancing EAB interests.

Responsibilities

• 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 needs and challenges, 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 renewal
• Responsible for a renewal portfolio of roughly $4M

This hire may be based in Washington, D.C. or Richmond, VA; remote employment within the continental United States is also available. This position is posted at the Director level as well; candidates may be considered for both levels.

Primary Responsibilities

Industry and Content Knowledge

• Develops general knowledge of major players in higher education
• Understands EAB's point of view on sector issues and offerings across research, technology, and enrollment services
• Deep knowledge of EAB Research product and services

Partner Knowledge

• Diagnoses partner needs in partnership with Partner Success, mapping needs to EAB Research offerings to envision forward partnership
• Maintains knowledge of partners' contracting processes, budget cycles, and decision-makers
• Understands partner internal politics to inform renewal outcomes
• Considers partner financial situation in renewal strategy

Communication

• Manages contractual reviews with partners
• Clearly communicates urgency; leads difficult commercial conversations balancing EAB and partner interests
• Meets with campus leaders to discuss strategic priorities and presents solutions aligned with EAB capabilities
• Collaborates with Strategic Leaders and other teams as needed; shares best practices and partner intelligence
• Reports partner interests and trends to Research, Delivery, Product, and Account Management leadership

Risk Identification & Mitigation

• Leads regular renewal reviews to identify risks and trends
• Updates renewal health grade based on input from SL
• Escalates service and value concerns to SL and other parties as needed
• Develops diagnostic call strategy 12+ months prior to decision

Commercial Strategy

• Negotiates and closes retention opportunities with a consultative approach
• Owns pricing, contract length, and strategy with Deal Desk and Strategy & Operations; uses historical data
• Identifies renewal trends and opportunities to improve renewal rate, including contract term levers
• Creates outreach strategy and coordinates in-person and phone interactions
• Understands revenue processes and incorporates into strategies
• Develops concession strategies with Deal Desk and pursues portfolio growth opportunities
• Acts as an internal referral (1EAB) and supports lead referrals
• Aims to meet annual and semi-annual targets

Renewal/Contracting Process

• Identifies individuals involved in the renewal process
• Creates and sends contracts in line with campaigns and protocols
• Leads renewal discussions (travel onsite may be required)
• Manages budgeting and approval processes to project revenue
• Secures annual renewal contracts and service terms
• Manages renewal pipeline to meet pacing targets

Business Reporting & Administrative

• Develops contract strategy and reports on compliance
• Identifies commercial and programmatic trends
• Reports on monthly renewal performance and trends
• Coordinates visits/calls with support from a commercial associate
• Maintains Salesforce data integrity including health grades and renewal projections

Time in Market (in person)

• 15% focused on the most difficult renewals; additional time in market via phone/Zoom

Qualifications

Basic Qualifications

• Bachelor's Degree from an accredited college/university
• Proven track record of success in the current position
• Effective oral and written communication 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 post-graduate experience in two or more of: presenting to clients, sales/account management, teaching 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 ability to manage processes and projects
• Strong listening skills; ability to manage multiple clients
• Experience building relationships internally and externally and managing multiple clients
• Proven ability to deliver results, meet deadlines, and take accountability
• Experience managing multiple priorities and solving complex problems
• Commitment to continuous learning and contributing to a diverse, fair, and inclusive culture

If you've reached this section and are unsure about applying, please do! We welcome new perspectives and encourage you to apply if this role excites you.

Compensation

The anticipated starting base salary range is $63,000 - $89,000 per year. Actual salary varies based on experience, skills, and location. A discretionary bonus or incentive compensation may apply.

Benefits

We offer a competitive and inclusive benefits package. Benefits include:

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, plus firm and floating holidays
• Health savings account, flexible spending accounts, and commuter benefits
• 401(k) with company matching
• Employee assistance program and wellness programs
• Paid parental leave and phase-back options
• Other benefits listed on the careers site

Benefits kick in day one; learn more at eab.com/careers/benefits.

This opening is not eligible for visa sponsorship at this time. EAB considers candidates with U.S. work authorization that does not require employment-based sponsorship now or in the future.

EEO Statement

At EAB, we are an Equal Opportunity Employer. We make employment decisions based on qualifications, merit, and business need. We do not discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, disability, national origin, veteran status, or any other basis protected by law.