About EAB

　　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.

　　For more information, visit our Careers page.

　　The Role in Brief:

　　Director, Relationship Management, EAB Seramount (internally referred to as Relationship Director)

　　EAB Seramount Relationship Directors 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 Directors develop and execute strategic plan for serving, renewing and expanding partnership within an assigned pool of organizations.

　　This role may be based in EAB’s Washington, D.C., or Richmond, VA offices, or is open to remote work within the continental U.S. The Relationship Director will report into the Managing Director, Seramount's Relationship Expansion Team.

　　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.)

　　Increases knowledge of diversity, equity and inclusion by attending member conferences/events, reading research reports and participating in advisory/consulting calls with partners

　　Serves as the voice of the market, sharing learnings to inform product and services

　　Serves as the voice of the partner 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 partners and how we can best help them meet their objectives; may mean challenging partner 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 partner intake form has been completed and shared with advisor, conducts welcome calls and new partner 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 partner stakeholders to drive grass roots 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

　　Maps Seramount offerings and services to support major initiatives in the form of a success plan for each partner 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 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 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

　　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 $69,000 - $105,000 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.

　　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 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.