Associate Director, Account Management (Research)

We use cookies to provide the best possible experience on our site. If you do not agree to accept these cookies simply close this window. What are cookies and how do we use them? Click Here Continue View All Jobs Company Web Site Make a difference in a sector that matters to us all EAB is a special place to work. You'll find motivated employees, growth opportunities, and a deep commitment to our partners. We pride ourselves on hiring the best people—not just for the job, but for the firm and the future of education. Sign Up For Job Alerts If you are an EAB employee, please use your work email address to sign up or apply. Associate Director, Account Management (Research) Location: Richmond, VA Number: 608827 Job Category: Sales Job Department: Commercial Job Family: Commercial Account Management Job Type: Full Time Level: Manager Apply 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, 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. 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 ... (truncated, view full listing at source)