Relationship Manager, EAB Seramount (Director level)

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We harness the collective power of more than 2,100 schools, colleges, and universities to uncover and apply proven practices and transformative insights. And since complex problems require multifaceted solutions, we work with each school differently to apply these insights through a customized blend of research, technology, and services. From kindergarten to college and beyond, EAB partners with education leaders, practitioners, and staff to accelerate progress and drive results across three key areas: enrollment management, student success, and institutional operations and strategy.

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 community. 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:

EAB Seramount, Relationship Management, Director

EAB Seramount Relationship Managers 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 & 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 & growth opportunity.  Additionally, Relationship Managers develop and execute strategic plan for serving, renewing and expanding partnership within an assigned pool of organizations.

This role is open to remote work within the U.S.

Primary Responsibilities:

Industry, Content and Member Knowledge

  • Develops deep knowledge of major players in corporate DEI industry
  • Develops strong knowledge of Seramount offerings (across DBP, 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 clients
  • Serves as the voice of the market, sharing learnings to inform product and services
  • Serves as the voice of the member back to other internal key stakeholders
  • Shares 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 clients and how we can best help them meet their objectives; may mean challenging member assumptions
  • Collects, reviews and understands member strategic plan; deep knowledge of priorities at organizational level
  • Develops knowledge of partners’ contracting processes, budget cycles, and decision-making processes and players
  • Understands partner internal politics and key stakeholders
  • Understands partner financial situation and incorporates into renewal & upsell strategy

Relationship Management & Cultivation for Upsell

  • Strategic oversight & execution of onboarding process starting with sales hand-off; insures new member intake form has been completed and shared with advisor, conducts welcome calls and new member orientation to ensure membership adoption; reports on and inflects 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)
  • Identifies and builds relationships with key client stakeholders to drive grass roots support and embeddedness
  • Follow-up with clients to ensure questions/requests are answered in a timely manner, deadlines are met and commitments are finalized within the proper timeline 
  • Maps Seramount offerings and services to support major initiatives in the form of a success plan for each client through a consultative sales approach
  • Proactively drives member utilization and consumption of services with the ultimate goal of achieving outcomes as identified in success plan
  • Skilled negotiator: Leads complex and sensitive negotiations, challenging renewal discussions, upsell conversations, and creative contracting to secure renewal
  • Creates outreach strategy and organization of in-person and phone/zoom interactions; includes writing scripts, territory planning, directing associates on outreach strategy
  • Shares best practices/scripting/collateral with other members of the team to improve service, renewal & 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
  • Maintains Salesforce data integrity and compliance with support from an associate, including up to date contact information for clients

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% once conditions allow travel to resume
  • Valid U.S. Driver’s License
  • Must possess a minimum of 6 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, and ability to collaborate effectively and manage multiple clients
  • Proven negotiation skills with the ability to deliver results, meet goals and deadlines, and hold 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

Benefits:

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package.

·       Medical, dental, and vision insurance; dependents and domestic partners eligible

·       401(k) retirement plan with company match

·       20+ days of PTO annually, in addition to paid firm holidays

·       Daytime leave policy for community service or fitness activities (up to 10 hours a month each)

·       Paid parental leave for birthing and non-birthing parents

·       Phase Back to Work program for employees returning from parental leave

·       Infertility treatment coverage and adoption or surrogacy assistance

·       Wellness programs including gym discounts and incentives to promote healthy living

·       Dynamic growth opportunities with merit-based promotion philosophy

·       Benefits kick in day one, see the full details here.

 

 

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 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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