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:
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.
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-sell
Meet with (in person & 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
Will be responsible for contract renewal portfolio of roughly $5M.
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 Associate 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 & develops general knowledge of EAB offerings (across research, technology, and enrollment services)
Develops 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 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
Commercial Strategy
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
Renewal/Contracting Process
Identifies individuals involved in contract renewal process
Creates and sends contracts, complying with departmental campaigns and protocols
Conducts key renewal decision conversations (may require travel onsite depending on level of staff and role within commercial organization)
Leads complex and sensitive negotiations, challenging renewal discussions, and creative contracting conversations
Develops an understanding of budgeting and approval processes at partner institutions in order to accurately track and project revenue
Secures annual renewal contracts and corresponding service terms (realize price increase, term length goals)
Effectively manages renewal pipeline, achieving pacing targets in accordance with department goals
Business Reporting & Administrative
Develops contract strategy and reports on compliance
Identifies commercial trends, including programmatic trends
Reports on monthly renewal performance & trends
Schedules in-person and phone interactions with support from a commercial associate
Prepares for visits and calls with support from a commercial associate
Maintains Salesforce data integrity and compliance including updated health grades and renewal projections
Time in market (in person)
15% - focused on most difficult renewals; additional time in market via phone/zoom
Basic Qualifications:
Bachelor's Degree from an accredited College/University
Proven record of success in current position
Ability to communicate effectively, both oral and written, with senior executives
Willingness to travel up to 15%
Valid Driver's License
6-8+ years of commercial experience, including a track record of successful sales or renewal ownership over a personal revenue target
6-8+ years of post-graduate experience in at least two of the following:
Experience delivering client presentations, facilitating discussion
Experience in Sales, Account Management, and/or the equivalent
Experience teaching and/or breaking down complex or abstract ideas into simpler concepts
Client Management experience
Ideal Qualifications:
Proven commercial and negotiation skills
Proven ability to meet monthly, quarterly, and annual financial goals
Demonstrated knowledge of higher education subject matter
Analytical thinking skills and ability to manage processes, projects, and operations
Demonstrated listening skills
Experience building relationships internally and externally, and ability to manage multiple clients
Proven ability to deliver results, meet goals and deadlines, and hold accountability for outcomes
Proven experience managing multiple, competing priorities
Experience finding multiple solutions to complex problems and ability to comfortably manage complexity
Ability to successfully overcome challenges or obstacles
Experience developing personal organization tactics to meet business goals
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 $76,500 - $105,500 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.
