About EABAt 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:Account Manager (Associate Director), Audience Generation Partner Success The Account Manager is responsible for developing and maintaining relationships with colleges, universities, and other institutions that are active members of EAB/Adult Learner Recruitment Audience Generation with the goals of adopting the lead/inquiry generation strategies, providing service-based value delivery, and securing the renewal of partnership contracts. In addition to supporting partners directly, the Account Manager will play a critical role in crafting strategy on how to best serve this constituency and support our relationships with the larger executive team.The Account Manager will be expected to become familiar with each of our Adult Learner products, services, and programs to effectively communicate services and deliverables. In addition, this position presents a unique opportunity to develop a comprehensive knowledge of the major players across the entire education lifecycle (K-12 through graduate school) in both domestic and international markets and the issues that they face in the marketplace.This position will be based in Richmond, VA or Washington, D.C.Primary Responsibilities:Commercial Responsibilities
Foster relationships with key decision makers and main points of contact at partner institutions and proactively manage these relationships throughout the year to maximize the value of EAB Adult Learner audience generation.
Determine the service plan which will drive the greatest value and greatest likelihood of renewal for each partner organization. Work with other partner success and cross-functional teams for each institution to establish and execute specific initiatives outlined in partner service plans.
Create and manage renewal and upgrade contracting process, from proposal creation to partner execution, while maintaining EAB contract standards (price adherence, term length, etc.) and hitting overall revenue targets.
Develop an understanding of budgeting and contract approval processes at partner institutions to accurately track and project revenue.
Participate in regular revenue tracking meetings with manager and senior leadership to communicate growth opportunities, renewal risks, and cohort trends, and generate plan / strategy for how to achieve revenue goals across the assigned pool of accounts.
Synthesize and communicate partner challenges, interests, and ‘hot topics’ to manager and broader team on regular basis to support product development and improvement strategy.
Serve as a voice of the market for the EAB Adult Learner Audience Generation team. Monitor and communicate partner interests and 'hot topics' to broader division on a regular and ongoing basis, as well as develop effective strategies for maintaining visibility of services and deliverables at partner institutions.
Understand partner goals and tee up sales leads for other relevant EAB product offerings.
Service Delivery Responsibilities
Map Adult Learner Audience Generation strategies to existing EAB offerings and services to support major partner goals and initiatives.
Communicate progress, outcomes, partnership vision, and strategic recommendations to partners regularly.
Understand technology utilization data patterns and proactively leverage this data to inform service strategy on an ongoing basis.
Manage inbound service requests and turn them into partner improvement opportunities.
Communicate key service offerings and deliverables in an organized and strategic manner.
Oversee and execute partner onboarding process starting with sales hand-off; conduct welcome call and new partner orientation to ensure technology adoption.
Provide input on business strategy and department-wide initiatives, such as the product development roadmap or utilization and marketing campaigns.
As required, travel to partner institutions to participate in onsite presentations and/or conduct key renewal decision conversations.
Maintain Salesforce data integrity and compliance.
Technical Support Responsibilities
Develop presentation and report deliverables for both internal and external customers.
Track status of specific support tasks and projects using Salesforce platform.
Participate in user acceptance testing related to resolved defects and new functionality.
Recommend initiatives geared toward support process improvement.
Perform administrative functions related to support delivery, including tracking support requests, completing paperwork, scheduling appointments, and generating documentation.Time in market (predominantly via phone/Zoom)
70 – 80%
Travel expectation (in person):
Up to 10 -15% (maximizing activities at national meetings and conferences as well as campus visits where applicable).
Basic Qualifications:
Bachelor’s degree
Must possess a minimum of 5 years’ experience, including experience with responsibilities for sales, account management, and/or client relationship management.
Excellent communication (written, oral, interpersonal), presentation skills, and relationship building skills with senior executives.
Proven ability to meet goals and deadlines, successfully overcoming challenges and obstacles through strong problem-solving and personal organization tactics.
Willingness to travel up to 15%.
Valid U.S. driver’s license.
Ideal Qualifications:
2+ years documented sales performance at or above quota for renewal/new business or solution-sales in a competitive market
Experience in developing and/or executing lead acquisition and/or list generation strategies, including experience representing product offerings to drive success for the business and the partner.
Proven negotiation skills, including demonstrated ability to listen and adapt to changing or competing priorities.
Motivation to make a difference in a growing company and succeed in a fast-paced environment.
Passion for helping students find their best-fit college and achieve their higher education dreams, helping colleges reach their enrollment goals, and living the EAB mission of making education smarter and our communities stronger.
Commitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB’s DE&I Promise.
If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to apply if this is a role you would be passionate about doing every day.Compensation:The anticipated starting salary (base) range for this role is $74,500 – 84,000 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
Gender affirming care coverage
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.
