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Managing Director, Account Management (Forage)

Company: EAB (Education Advisory Board)
Location: Washington
Posted on: June 10, 2024

Job Description:

Managing Director, Account Management (Forage) At -EAB , our mission is to make education smarter and our communities stronger. We work with more than 2,500 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 five major areas: enrollment, student success, institutional strategy, data & analytics, and diversity, equity, and inclusion (DE&I). 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 .Forage provides best-in-class virtual job simulations and career preparation tools to students worldwide. The simulations offer students a real-world look at a wide variety of companies and career paths so they can make more informed choices after college. Forage's job simulations help over 100 companies build brand awareness with students, identify and nurture high-intent applicants, and increase efficiency in the recruiting process. Forage is now part of Seramount , a division of EAB that provides talent solutions to 500+ corporations, including half of the Fortune 1,000.The Role in Brief:Managing Director, Account Management (Forage)The Managing Director is responsible for developing, maintaining, and growing relationships with Forage's corporate partners (which are typically F500 companies), with the goal of securing the renewal, expansion, and impact of those contracts and the overall business. Serving in a player/coach role, the Managing Director will be responsible for a personal pool of key enterprise accounts, while managing a small team of Account Managers against commercial and business goals.The Managing Director will oversee the entire team's renewal pool and expansion goals, with escalated involvement in the team's partner work. As manager, this individual assumes primary responsibility for leadership, coaching, mentorship, performance evaluation, employee development and training support of the Account Management team.The Managing Director will also work collaboratively with broader commercial and sales leadership, the Product team, the Student Marketing team and the Success and delivery teams to strengthen and direct partner relationships, promote partner utilization, impact engagement, influence go-to-market, product, and service strategy, and impact overall share of wallet rates with the existing partnership base. This hire will play a critical role in crafting strategy on how to best serve our constituencies and support our relationships with the larger executive team at each partner organization.The Managing Director reports to the Vice President and General Manager of Forage. -This position is also posted at the Senior Director level; applicants are being considered at both levels for the single opportunity.This position may be based in Washington D.C.; Richmond, VA; or is open to remote employment within the continental United States.Primary Responsibilities:

  • Manage an individual pool of key partner accounts and associated commercial (e.g., revenue) targets, while also holding responsibility for the business line / team renewal pool on an annual basis, including understanding partner decision processes and budgeting, oversight for renewal KPIs, revenue projections, pacing, and growth goal attainment.
  • Generate ideas for how to increase our renewal rate performance beyond the current goals.
  • Manage team against Salesforce and other data tracking and reporting, ensuring high quality and timely compliance.
  • Skilled Negotiation: -
  • Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting with large enterprise accounts; coach and upskill team in this area.
  • Lead virtual and occasional in-person meetings with partner executives on issues related to partner KPIs, utilization, impact, and relationship health. Conduct consultative one-on-one presentations to educate partners on our services, acting as an escalation point for the team.
  • Manage team against developing a deep knowledge of partner priorities.
  • Help Account Managers (AMs) review and understand partner strategic plan and map relevant offerings.
  • Understand partner internal politics and key influencers.
  • Support AMs in providing partners with a unique perspective on improving organizational outcomes; could mean challenging partner assumptions.
  • Monitor and communicate partner and market interests and trends across programs to Partner Development, Product, Success delivery teams, as well as Forage and Commercial leadership, on a regular and ongoing basis.
  • Drive product and service strategy by acting as a voice of the market and thought partner to broader leadership.
  • Industry and Content Knowledge
  • External
  • Develop deep understanding of key industry and segment issues and challenges.
  • Understand Forage's point of view on industry issues.
  • Internal
  • Develop deep knowledge of Forage offerings.
  • Support -team -in developing the voice of the market across Seramount and EAB.
  • Internal Collaboration: -Partner with Partner Development, Commercial Strategy & Operations, Product, Student Marketing, Strategy & New Ventures, Partner Success teams to drive value, set go-to-market strategy, impact & renew partners, while innovating as necessary to help shape the product strategy/roadmap and grow the business and its impact.
  • Leadership & Management:
  • Manage a team of Account Managers, driving excellent in service and impact delivery, and renewal/commercial outcomes.
  • Support team on renewal & service process, strategy & execution, including pipeline management, diagnostic and renewal call acquisition strategy, call preparation and scenario planning, renewal and contract strategy development and execution, negotiations, product/content knowledge, service mapping and impact interaction planning, identifying and documenting impact stories, and other ongoing skill development.
  • Coordinate with Forage, Seramount, and EAB Commercial leadership on broader revenue and go-to-market strategy.Basic Qualifications:
    • Bachelor's Degree from an accredited College/University
    • 10-12+ years of relevant full-time experience
    • Experience in Sales, Account Management, Partner Success and/or the equivalent; with a commercial revenue quota and proven record of success
    • Proven staff management or formal mentorship and coaching experience
    • Willingness to travel up to 10%
    • Valid driver's licenseIdeal Qualifications:
      • Professional experience serving enterprise accounts and managing corporate commercial relationships
      • Deep understanding of Forage's target customer market (ideally) or passion for and ability to quickly develop expertise within corporate HR and recruitment landscape
      • Experience managing an account management team including skills coaching, staff career management/pathing, pipeline management, service strategy and utilization management, and motivating toward goals
      • Experience working with product and delivery teams to drive innovations and influence offerings in support of market and partner feedback and trends
      • Analytical thinking skills and ability to manage processes, projects, and operations
      • Highly motivated with proven negotiation skills
      • Ability to communicate clearly, concisely, and effectively with senior executives and a wide variety of internal stakeholders
      • Demonstrated active listening skills
      • Experience building relationships internally and externally, and ability to collaborate effectively and manage large client pools
      • Proven ability to meet monthly, quarterly, and annual financial goals
      • Proven experience managing multiple, competing priorities to deliver strategic impact
      • Ability to work independently and within a team environment
      • 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 (base) range for this role is $112,500 - $150,500 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.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 opportunitiesThis 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.
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Keywords: EAB (Education Advisory Board), Washington DC , Managing Director, Account Management (Forage), Executive , Washington, DC

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