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 work with each partner differently, tailoring 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-that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.
For more information, visit our Careers page.
The Role in Brief:
Associate Director, K-12 Account Management
Do you want to make a difference in education?
Do you build great customer relationships that inspire loyalty and drive growth?
Do you advise customers to make the right decisions that achieve strategic goals?
Do you have a passion for delivering amazing customer experiences?
Are you a persuasive communicator with a desire to achieve and exceed goals and targets?
Are you a problem solver with a gift for finding solutions in complex or difficult situations?
The Associate Director is responsible for developing and maintaining relationships with K-12 institutions that are active partners of the EAB's best practice research programs and with the goal of securing the renewal of membership contracts with an estimated pool size of around $2MM+. They will play a critical role in crafting strategy on how to best serve this constituency and support our relationships with the larger executive team at each member institution.
The Associate Director will be expected to become familiar with each of our K-12 education membership programs in order to effectively communicate services and deliverables to ensure high quality service. In addition, this position creates a unique opportunity to develop a comprehensive knowledge of the major players in K-12 education and the broader challenges facing the K-12 industry at large.
This hire may be based in Washington D.C.; this position is also open to hires in Richmond, VA or to remote employment within the continental United States.
This position is also posted at Senior Manager level; candidates are being considered at both levels for the current opening.
Primary Responsibilities:
Build Relationships
Build and maintain relationships with superintendents, heads of school, and other district/school leaders to secure trusted partner status
Collaborate with colleagues across the research, sales, and other product teams to serve our partners in a coordinated, holistic manner
Develop Industry and Content Knowledge
Develop a deep understanding of key industry issues and how EAB's Research helps partners set and execute their strategy
Understand, and present EAB's research and point of view on key industry issues to be able to add value to every partner conversation
Provide guidance and advice to partners based on EAB research best practices
Develop Deep Partner Knowledge
Develop and maintain deep knowledge of partner priorities and goals in order to create actionable plans to achieve partner objectives
Understand and navigate around partner internal politics and mobilize key influencers
Develop knowledge of partners' contracting processes, budget cycles, and decision-making processes and players
Understand partner financial situations and incorporates into renewal strategy
Drive Impact and Successful Outcomes for Your Partners
Partner with Industry-Leading Experts to define partner priorities, facilitate decision-making, and drive change management through stakeholder education
Lead partner onboarding process starting with sales hand-off; conduct welcome call and new partner orientation to ensure partnership adoption; report on and inflect first year partner health on an ongoing basis
Map EAB research and resources to support major district/school initiatives
Create unique connections across your partner institutions and EAB's partners nationwide to unlock the power of membership
Proactively drive partner utilization with the ultimate goal of achieving outcomes as identified in the partner success plan
Proactively diagnose 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
Develop and Own Commercial Strategy
Pursue, negotiate, and close retention opportunities
Own commercial strategy, including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams
Strategically develop and execute on diagnostic call strategy, ensuring all decisions have a diagnostic conversation 12 months prior to decision
Identify renewal trends through look-backs and incorporate into renewal strategy and process improvements moving forward
Generate ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length)
Create and send contracts, complying with departmental campaigns and protocols
Conduct key renewal decision conversations
Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting conversations
Secure annual renewal contracts and corresponding service terms (realize PI, term length goals)
Effectively manage renewal pipeline, achieving pacing targets in accordance with department goals
Hit annual and semi-annual renewal and growth targets
Pass leads and facilitate warm introductions of sales colleagues
Business Reporting
Develop contract strategy and report on compliance
Identify commercial and engagement trends
Report on monthly renewal performance & engagement trends
Maintain updated health grades, renewal projections and engagement reporting
Product Design and Development
Lead market-sensing activities to inform overall product roadmap
Design the evolving partnership experience as it relates to new product features and enhancements
Administrative
Schedule in-person and phone interactions with support from a commercial associate
Prepare for visits and calls with support from a commercial associate
Maintain Salesforce data integrity and compliance
Time in market (via Zoom or in-person) : 70%
Travel expectation (in person): 20% (maximizing activities at conferences as well as onsite visits)
Basic Qualifications:
Bachelor's Degree from an accredited College/University
Proven record of success in current position
Must possess a minimum of 5+ years' post undergrad experience in at least three of the following:
Presentation experience
Leadership experience
Commercial experience
Client Management experience
Ability to communicate effectively, both oral and written, with senior executives
Willingness to travel up to 20%
Valid Driver's License
Ideal Qualifications:
Proven negotiation skills
Demonstrated listening skills
Experience managing multiple clients
Proven ability to meet goals and deadlines
Proven experience managing multiple, competing priorities
Experience finding multiple solutions to a complex problem
Ability to successfully overcome challenges or obstacles
Experience developing personal organization tactics to meet business goals
Experience working in the education industry including: admissions, advancement, teaching
Demonstrated knowledge of K-12 subject matter
Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB's mission, values, and aspiration.
If you've reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other's unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day.
Compensation:
The anticipated starting salary (base) range for this role is $63,000 - $89,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.
This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.
Benefits:
Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:
Medical, dental, and vision insurance plans; dependents and domestic partners eligible
20+ days of PTO annually, in addition to paid firm and floating holidays
Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
401(k) retirement savings plan with annual discretionary company matching contribution
Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
Employee assistance program with counseling services and resources available to all employees and immediate family
Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
Fertility treatment coverage and adoption or surrogacy assistance
Paid parental leave with phase back to work program for birthing and non-birthing parents
Access to milk shipping service to support nursing employees during business travel
Discounted pet health insurance coverage for dog and cat family members
Company-provided life, AD&D, and disability insurance
Financial wellness resources and membership in a robust employee discount program
Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities
Benefits kick in day one; learn more at eab.com/careers/benefits.
This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.
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 and are committed to fostering a workplace where each team member is valued, respected and heard.
To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don't discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.
