Associate Director, Account Management; Research

Overview

Associate Director, Account Management (Research)

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.

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-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 $4M.

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.

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
• 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…