Associate Director, Technology Account Management

We need to output HTML fragment with sections: About the role? Actually the posting includes "About EAB" but we should not repeat job title as heading. We need sections for headings like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Use

for each heading only if there is real specific content. We must preserve all substantive info, remove boilerplate, navigation, legal, EEO, etc. Also remove duplicated lines, application instructions. We need to include sections only when posting has real specific content. Let's parse content: - About EAB: description of mission, etc. This is about the company, not role. Could be "About the role"? Actually "About EAB" is company overview. Might be considered "About the role"? The instruction: use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we can have "About the role" heading for role description. The "About EAB" could be placed under "About the role"? Probably we should include a short paragraph about the role (the "In Brief" section). The "About EAB" is company info; maybe we can include under "About the role" as context. But we must not invent headings; we can include "About the role" heading and put the role description (In Brief) there. The "About EAB" could be omitted? It's substantive but not about role. The instruction says preserve ALL substantive information; do NOT invent or summarize away detail. So we need to keep the "About EAB" info somewhere. Could we put it under a heading like "About EAB"? Not in allowed list but we could still use

for any section heading? The instruction says use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It implies those are examples; we could still use other headings if needed? It says "use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule)." Likely they expect only those headings. But we need to include company info; maybe we can put it under "About the role" as a preamble. That would preserve info. Let's extract role brief: "The Role In Brief Associate Director, Technology Account Management Our staff represents EAB’s commercial division at colleges and universities. We hire persuasive communicators with strong negotiation skills, who are comfortable listening to Presidents, Deans, Provosts, or Procurement contacts to map commercial strategy to partners’ needs. This hire will be expected to become familiar with our technology product offerings and be responsible for a contract portfolio over $4M per fiscal year focused on student success technology renewals and upsell opportunities. Effectively communicating EAB’s technology services and deliverables will be critical to this role, as will working with our Partner Success team in crafting strategy on how to best serve a partner constituency, and supporting our relationships with partners’ larger executive team. This role is based in our Washington, DC headquarters or is open to candidates who could be based in our Richmond, VA office or remotely within the continental United States. The position will report into the Managing Director, Technology Account Management." We can put that under

About the role

with paragraphs. Next, Primary Responsibilities: a long list. Use

• for each duty. We need to extract each responsibility line. Let's list them: - Develop and maintain general knowledge of major players in higher education industry - Understand EAB’s point of view on industry issues - Develop general knowledge of EAB offerings (across Research, Tech, and Marketing Enrollment Solutions) and more specific knowledge of Technology offerings - Serve as the voice of the market for the broader EAB division, monitoring and communicating partner intelligence and interests to the performance technology teams on a regular and ongoing basis, as well as developing effective strategies for maintaining visibility of services and deliverables at partner institutions - Build productive partnership and collaboration with partner success, support, research renewals, and all sales teams across business lines - Review partner health metrics for an objective perspective in Technology and escalate to partner success and support as necessary - Secure annual renewal of contracts and corresponding service terms (realize price increase, term length goals), hitting annual and semi-annual targets - Strategically develop and execute on diagnostic call strategy, ensuring key decisions have a diagnostic conversation at least 12 months prior to decision - Conduct key renewal decision conversations (may require travel onsite) - Escalate partner service and value concerns identified via renewal conversations to Technology Delivery team - Leverage partner renewal conversations to identify portfolio growth opportunities, including upselling partners to an enterprise portfolios - Develop knowledge of each assigned partner’s contracting process, budget cycle, and decision-making process and key influencers - Effectively manage renewal pipeline, achieving pacing targets in accordance with department goals - Own commercial strategy including pricing, contract length, etc., in close partnership with the Deal Desk and Strategy & Operations teams; incorporate historical data and partner financial situation - Participate in bimonthly commercial line-by-line meetings with senior leadership to identify renewal risks, upsell opportunities and cohort trends across the Technology business - Maintain updated health grades and renewal projections, ensuring Salesforce data integrity and compliance - Understand firm revenue and accrual processes and incorporate knowledge into commercial strategies - Successfully navigate contractual review with partner, effectively responding to partner questions and communicating urgency - Create and send contracts, complying with departmental campaigns and protocols - Identify commercial trends through look-backs and incorporate into strategy and process improvements moving forward - Share best practices/scripting/collateral with other members of the Commercial team to improve renewal and upsell outcomes - Generate ideas for how to increase our renewal rate performance beyond the current goals, including contract term levers (i.e., price and length) - Be a 1EAB agent, passing leads and teeing up/facilitating introductions - Time in market (via phone): 60-70% - Travel expectation (in person): 10-30% Note: The last two are metrics; they could be included as responsibilities or maybe separate "Schedule"? But they are not schedule; they are time allocation. Could be part of responsibilities. We'll keep them as list items. Next, Basic Qualifications: list. - Bachelor’s Degree from an accredited College/University - Ability to communicate effectively, both oral and written, with senior executives - Willingness to travel ~30% (plus occasional travel to DC office, if based remotely) - Valid U.S. Driver’s License - Proven team collaboration experience - Must possess a minimum of 5+ years' full-time experience including a track record of success in at least 3 of the following areas: - Commercial (sales or account management) experience - Presentation experience - Leadership experience - B2B client management experience We need to preserve the nested list. Could output as
  • ... with sublist? We'll just flatten? Better to keep as separate items: maybe include the condition as part of the qualification. We'll output as separate
  • items: Bachelor’s Degree..., Ability to communicate..., Willingness to travel..., Valid U.S. Driver’s License, Proven team collaboration experience, Must possess a minimum of 5+ years' full-time experience including a track record of success in at least 3 of the following areas: Commercial (sales or account management) experience, Presentation experience, Leadership experience, B2B client management experience. Could make sublist but not required. Next, Ideal Qualifications: list. - Experience selling and/or renewing technology and/or consultative services - Proven negotiation skills - Demonstrated listening skills - Experience managing multiple clients - Proven ability to meet monthly, quarterly, and annual financial goals - Proven experience managing multiple, competing priorities - Experience finding multiple solutions to complex problems - Ability to successfully overcome challenges or obstacles - Experience developing personal organization tactics to meet business goals - Ability to work independently and within a team environment - Demonstrated knowledge of higher education subject matter - Commitment to embracing a continual learning environment and contributing to a dynamic and welcoming culture of fairness, authenticity, and belonging in support of EAB’s mission, values, and aspiration. Also there is a paragraph after: "If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome new perspectives and learn from each other’s unique experiences. We would encourage you to submit an application if this is a role you would be passionate about doing every day." This is encouragement to apply; but instruction says remove application instructions. This is not exactly instruction but motivational; could be considered boilerplate? It's not navigation/legal/EEO. It's more of a call to apply. Might be considered application instruction? Probably we should remove it as it's encouraging to apply. Safer to remove. Next, Compensation: includes salary range, bonus info. This is Pay section. We'll create

    Pay

    with paragraph(s). Must not include filler like "commensurate with experience". The posting says: "The anticipated starting salary range for this role is $63,000 - $89,000 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 discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance." That's substantive; keep. Next, Benefits: list. We'll create

    Benefits

    with
    • for each benefit. List benefits: - Medical, dental, and vision insurance plans; dependents and domestic partners eligible - 20+ days of PTO annually, in addition to paid firm and floating holidays - Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each) - 401(k) retirement savings plan with annual discretionary company matching contribution - Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans - Employee assistance program with counseling services and resources available to all employees and immediate family - Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation - Fertility treatment coverage and adoption or surrogacy assistance - Paid parental leave with phase back to work program for birthing and non-birthing parents - Access to milk shipping service to support nursing employees during business travel - Discounted pet health insurance coverage for dog and cat family members - Company-provided life, AD&D, and disability insurance - Financial wellness resources and membership in a robust employee discount program - Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities - Benefits kick in day one; learn more at eab.com/careers/benefits. Also note: "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." This is about visa sponsorship; could be considered part of Requirements? Not exactly. Might be considered a requirement (work authorization). Could be included under Requirements or Qualifications. Since it's about eligibility, we could add a qualification: "Must possess U.S. work authorization that does not require employment-based visa sponsorship." We'll include under Requirements maybe. Also EEO statement: "At EAB, we believe that to fulfill our mission ... we need team members who bring a diversity of perspectives ... 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