Enterprise Account Executive, Forage

2 weeks ago

Washington, Washington, D.C., United States EAB Full time
Job Overview

About EAB

EAB is dedicated to enhancing educational outcomes and strengthening communities. Collaborating with over 2,800 institutions, we leverage data-driven insights and premier capabilities to facilitate transformative changes. Our partnerships span from early education to career advancement, focusing on enrollment, student success, institutional strategy, data analytics, and advancement. We customize our research, technology, and marketing solutions to align with the distinct needs of each leadership team and the individuals they serve.

Our commitment extends beyond our partners to our employees, ensuring a supportive work environment that fosters job satisfaction and community engagement. Discover our accolades that reflect our dedication to our workforce.

For further details, please visit our Careers page.

About Forage

Forage specializes in delivering top-tier virtual job simulations and career preparation resources to students globally. These simulations provide an authentic glimpse into various companies and career trajectories, empowering students to make informed post-college decisions. Forage aids over 100 organizations in enhancing brand visibility among students, identifying promising candidates, and streamlining the recruitment process. As the enterprise technology division of Seramount, a branch of EAB, Forage offers talent solutions to more than 500 corporations, including a significant portion of the Fortune 1,000.

Role Summary:

Account Manager, Forage

In the role of Account Manager, you will play a pivotal part in Forage's expansion, managing and cultivating relationships with key decision-makers and budget authorities within our strategic enterprise accounts. Your extensive experience in enterprise account management will be crucial for negotiating renewals, identifying growth opportunities, and establishing lasting connections with senior talent leaders.

You will be responsible for a contract portfolio valued at approximately $2.5M annually, focusing on technology renewals and upselling initiatives. Clear communication of Forage's technological offerings and collaboration with our Customer Success team to develop strategies for supporting employer partners will be essential.

Key Responsibilities:

Relationship Management

  • Develop and maintain strong relationships with VP and C-Suite executives at enterprise partners, working closely with Customer Success and cross-functional teams.
  • Ensure the renewal of subscription contracts, achieving annual and semi-annual targets with an emphasis on expanding subscription revenue.
  • Lead discussions on renewals and expansions, which may involve travel for onsite meetings.
  • Identify growth opportunities during renewal discussions, including upselling new Forage products.
  • Gain a comprehensive understanding of each partner's contracting procedures, budget cycles, and decision-making processes.
  • Navigate contractual reviews with enterprise partners, addressing inquiries and emphasizing urgency in collaboration with procurement teams.
  • Utilize online contracting software to create and dispatch contracts, adhering to departmental protocols.

Strategic Oversight

  • Analyze partner health metrics objectively and escalate issues to Customer Success as needed to maintain robust enterprise relationships.
  • Keep renewal and expansion projections updated, ensuring data integrity in Salesforce.
  • Manage the renewal pipeline effectively, meeting pacing targets aligned with departmental objectives.
  • Understand Forage's revenue and accrual processes to inform commercial strategies.
  • Collaborate with the Deal Desk and Strategy & Operations teams to define commercial strategies, including pricing and contract terms, based on historical data and partner financial situations.

Market Expertise/Product Advocacy

  • Act as the market representative for the Forage division, regularly communicating partner insights to performance technology teams and developing strategies to enhance service visibility.
  • Address partner service and value concerns identified during renewal discussions with Forage leadership.
  • Identify commercial trends through analysis and integrate findings into strategic and process improvements.
  • Share best practices and resources with the Commercial team to enhance renewal and upsell success.
  • Act as a liaison for EAB, facilitating introductions and passing leads.

Qualifications:

  • Bachelor's Degree from an accredited institution.
  • Strong communication skills, both verbal and written, with senior executives.
  • Willingness to travel approximately 30% for client and team meetings.
  • Demonstrated experience in team collaboration.
  • A minimum of 2+ years of full-time experience with a successful track record in at least three of the following areas:
    • Sales or account management
    • Presentation skills
    • Leadership experience
    • B2B client management
  • Self-motivated with a proactive attitude.
  • Strong relationship-building skills.

Preferred Qualifications:

  • Experience in selling or renewing technology or consultative services.
  • Proven negotiation abilities.
  • Strong listening skills.
  • Experience managing multiple client accounts.
  • Ability to meet financial targets consistently.
  • Experience handling multiple competing priorities.
  • Proven problem-solving skills.
  • Ability to work independently and collaboratively.
  • Knowledge of early talent recruiting, HR, and DEI principles.
  • Commitment to diversity and inclusive practices in the workplace.

Compensation:

The anticipated starting salary for this position ranges from $50,000 to $67,500 annually. Actual compensation may vary based on experience, skills, and location. Typically, new hires do not start at the top of the salary range.

This position is also eligible for discretionary bonuses or incentive compensation based on individual and organizational performance.

Benefits:

EAB offers a competitive and inclusive benefits package, including:

  • Medical, dental, and vision insurance plans.
  • 20+ days of paid time off annually, plus paid holidays.
  • Community service leave and flexible time for fitness activities.
  • 401(k) retirement savings plan with company matching contributions.
  • Health savings accounts and flexible spending accounts.
  • Employee assistance programs and wellness initiatives.
  • Comprehensive family support benefits.
  • Access to professional development opportunities.

Benefits commence on the first day of employment. This position is not eligible for visa sponsorship; candidates must possess U.S. work authorization.

EAB is an Equal Opportunity Employer, committed to fostering a diverse and inclusive workplace where all team members are valued and respected.

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