Director, Relationship Management, EAB Seramount

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, 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:

Director, Relationship Management, EAB Seramount

EAB Seramount 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. Preference will be given to candidates in the New York City/Tri-State metro area. This position will work during business hours in the Eastern Time Zone. This hire will report into the Managing Director, Seramount's Relationship Expansion team. This position is also posted at the Associate 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 6 - 8+ 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 $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:

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.