Managing Director, Seramount Relationship Expansion Team Lead

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:

Managing Director, Seramount Relationship Expansion Team Lead

The Managing Director is responsible for directing, developing and maintaining relationships with companies or organizations that are active partners of Seramount’s products, with the goal of driving utilization and impact, and securing the renewal and upsell of Seramount’s Events, Benchmarking and CDO Collaborative. They will play a critical role in crafting strategy on how to best serve this constituency and support our relationships with executives (CDO, CHRO, etc.) and team at each partner institution.

The Managing Director will be expected to become familiar with Seramount offerings (Memberships, Benchmarking, and Events) in order to effectively communicate services and deliverables to ensure high quality service and upsell. The Managing Director will manage a group of Relationship Directors, overseeing their renewal pool, and will own escalated partner work for our most complex and at-risk partnerships. This role provides internal and external leadership, enabling Relationship Directors to further drive commercial, impact and renewal activities. As manager for a group of Relationship Directors, the Managing Director assumes primary responsibility for leadership, coaching, mentorship, performance evaluation, employee development and training support of their assigned team.

The Managing Director will also work collaboratively with broader commercial leadership, advisory services team, sales leadership, and the product team to strengthen and direct partner relationships, promote partner utilization, impact and engagement, influence product and service strategy, and impact overall renewal rates.

The Managing Director will report to the Seramount Relationship Expansion Team Leadership.

This role may be based in Washington, D.C.; Richmond, VA; or is open to remote employment in the continental U.S. This position will work during business hours in the eastern time zone.

Primary Responsibilities: 

• Revenue & Pipeline Management:
  •  Responsible for renewal pool of assigned Relationship Directors on an annual basis, including understanding partner decision processes and budgeting, oversight for renewal KPIs, revenue projections, pacing, and goal attainment
  • Generate ideas for how to increase our renewal rate performance beyond the current goals
  • Manage assigned Relationship Directors against Salesforce and other data tracking and reporting, ensuring high quality and timely compliance
  • Work with RET Leadership to contribute to forecasting process across renewals and upsell

• Skilled Negotiation: 
• Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill team in this area

• Partner Knowledge & Engagement: 
• Lead virtual and/or 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 assigned Relationship Directors against developing a deep knowledge of partner priorities at the company level as well as by partnership program
• Help assigned Relationship Directors review and understand partner strategic plan and map Seramount offerings
• Understand partner internal politics and key influencers
• Support Relationship Directors in providing partners with a unique perspective on improving their business; could mean challenging partner assumptions 

• Market Intelligence: 
• Monitor and communicate partner and market interests and trends across programs to Sales, Product, Advisory, and Growth Strategy teams on a regular and ongoing basis

• Industry and Content Knowledge
• Develop deep understanding of industry and segment issues and challenges
• Develops deep knowledge of major players in corporate DEI industry
• Develops strong knowledge of Seramount offerings (across DBP, Consulting, Events, Benchmarking, Research, Learning etc.)
• Increases 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
• Works with Seramount Relationship Expansion Team Leadership to strategize high level risk partners and develop go forward plans

• Leadership & Management:
• Manage assigned Relationship Directors, driving excellence in service and impact delivery, and renewal/commercial outcomes
• Work with Seramount Relationship Expansion Team Leadership to support broader 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
   

Basic Qualifications:

• Bachelor’s Degree from an accredited College/University
• 10-12+ years of relevant experience
• Proven team collaboration experience
• Proven staff management
• Ability to communicate effectively, both oral and written, with senior executives
• Willingness to travel up to 30% (with heavy virtual partner facing expectation of up to 60%)
• Valid driver's license
• Experience in Sales, Account Management, Partner Success and/or the equivalent; experience with a revenue quota and proven record of success
• Must possess a minimum of ten years of post-graduate experience in at least one of the following:
  • Experience delivering client presentations, facilitating discussion
  • Client Management experience 

Ideal Qualifications:

• Professional experience serving the corporate diversity, equity and inclusion sector and/or experience working within a B-to-B membership-based content and services organization
• Experience managing a commercial team including skills coaching, staff career management/pathing, pipeline management, service strategy and utilization management, and motivating toward goals
• Analytical thinking skills and ability to manage processes, projects, and operations
• Proven negotiation skills
• Demonstrated active listening skills
• Experience building relationships internally and externally, and ability to collaborate effectively and manage multiple clients
• 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 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 to $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. 

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.