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, advancement, and the workplace.Seramount, part of EAB, is a strategic business dedicated to advancing diversity, equity, and inclusion (DEI) in the workplace. We serve forward-thinking organizations with integrated tools that provide a strategic and holistic map for setting new standards for workplace culture. Over the past four decades we’ve built deep, data-powered intelligence on the employee experience, allowing us to address specific client workplace challenges related to DEI. We excel in serving as our members’ go to partner in developing and progressing their diversity and inclusion strategies. Our business is in growth mode and offers the right person the opportunity to be a part of a diverse, dynamic, creative, and highly skilled team partnering with leading companies to advance more inclusive corporate cultures. At EAB and Seramount, we serve not only our partner institutions and organizations 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, Relationship Management, EAB SeramountEAB Seramount Associate Directors, Relationship Management are the senior contact for all partner interactions in the Seramount service, renewal, and upsell process. They are responsible for strengthening and directing executive member relationships, promoting partner utilization and engagement, and driving revenue growth through retention and upsell efforts. Incumbents meet with (in person and via phone/Zoom) executives (CDOs, CHROs, etc.) at partner organizations to understand their needs and challenges with membership, partner to problem solve, and paint a vision for continued membership and growth opportunity. Additionally, Directors/Associate Directors, Relationship Management develop and execute strategic plans for serving, renewing, and expanding partnerships within an assigned pool of organizations.This role may be based in EAB’s Washington, DC office; Richmond, VA office; or is open to remote work within the continental U.S. This hire will report into the Managing Director, Seramount's Relationship Expansion team. This position is also posted at the Director level; candidates are being considered at both levels for the current opening. Primary Responsibilities: Industry, Content, and Member Knowledge
Develop deep knowledge of major players in corporate DEI industry
Develop strong knowledge of Seramount offerings (across Diversity Best Practices, consulting, events, etc.)
Increase knowledge of diversity, equity, and inclusion by attending member conferences/events, reading research reports, and participating in advisory/consulting calls with partners
Serve as the voice of the market, sharing learnings to inform product and services
Serve as the voice of the partner, reporting back to other internal key stakeholders
Share member intelligence with key internal stakeholders to foster a more collaborative and connected service approach
Use consultative selling skills to determine the needs of our partners and how we can best help them meet their objectives; this may mean challenging partner assumptions
Collect, review, and understand member strategic plan; deep knowledge of priorities at organizational level
Develop knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players
Understand partner internal politics and key stakeholders
Understand partner financial situation and incorporate into renewal & upsell strategy
Relationship Management & Cultivation for Upsell
Strategic oversight & execution of onboarding process starting with sales hand-off; ensure new partner intake form has been completed and shared with advisor; conduct welcome calls and new partner orientation to ensure membership adoption; report on and inflect first-year member health on an ongoing basis
Cultivate, develop, and maintain relationships with key decision makers at the highest levels, as well as day-to-day contacts via regular communication (email/phone/Zoom/in-person)
Identify and build relationships with key partner stakeholders to drive grassroots support and embeddedness
Follow up with partners to ensure questions/requests are answered in a timely manner, deadlines are met, and commitments are finalized within the proper timeline
Map Seramount offerings and services to support major initiatives in the form of a success plan for each partner through a consultative sales approach
Proactively drive member utilization and consumption of services with the ultimate goal of achieving outcomes as identified in success plan
Skilled negotiator: lead complex and sensitive negotiations, challenging renewal discussions, upsell conversations, and creative contracting to secure renewal
Create outreach strategy and organization of in-person and phone/Zoom interactions; includes writing scripts, territory planning, directing associates on outreach strategy
Share best practices/scripting/collateral with other members of the team to improve service, renewal, and upsell outcomes
Meet quarterly, semi-annual, and annual revenue goals through management of renewal and upsell sales pipeline with pursuits in various stages of the evaluation process
Maintain Salesforce data integrity and compliance with support from an associate, including up to date contact information for partners
Basic Qualifications:
Bachelor’s degree
Proven record of professional success
Ability to communicate effectively with senior executives, both spoken and written
Willingness to travel up to 30%
Valid U.S. driver’s license
Must possess a minimum of 5+ years’ post-undergraduate experience encompassing at least three of the following:
Client or account management experience
Consulting or service delivery experience
Presentation and facilitation experience
Leadership experience
Ideal Qualifications:
Analytical thinking skills and ability to manage processes, projects, and operations
Experience building relationships internally and externally; ability to collaborate effectively and manage multiple clients
Proven negotiation skills with the ability to deliver results, meet goals and deadlines, and accountability to meet monthly, quarterly, and annual financial goals
Proven experience managing multiple competing priorities to deliver successful outcomes
Ability to successfully overcome challenges or obstacles
Strong presentation skills
Experience developing personal organization tactics to meet business goals
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 submit an application if this is a role you would be passionate about doing every day.Compensation:The anticipated starting salary range for this role is $50,000 - $80,000 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 lucrative uncapped incentive compensation. Variable compensation may depend on various factors, including, without limitation, 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.
