Strategic Relationship Manager

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Manage a regional portfolio of higher education institutions, focusing on revenue expansion, adoption, and retention.

• Establish and nurture relationships with deans, directors, program managers, faculty, librarians, administrators, and other key stakeholders.

• Act as a trusted advisor on curriculum requirements, pedagogical trends, and institutional objectives.

• Facilitate both virtual and in-person interactions, including course planning sessions, product demonstrations, and faculty development workshops.

• Conduct account visits, campus tours, and institutional events to enhance relationships and uncover new opportunities.

• Oversee institutional and student-pay revenue streams.

• Implement the regional go-to-market strategy in collaboration with the Regional Director.

• Spot opportunities, including AI-driven solutions, and propose customized strategies.

• Negotiate annual and multi-year contracts.

• Collaborate with Inside Sales on targeted outreach initiatives.

• Work alongside Customer Success, Digital Product Specialists, Marketing, and Operations teams.

• Advocate for customer needs internally to guide product improvements and market strategies.

• Utilize CRM and analytical tools to analyze usage patterns, track adoption rates, and identify potential opportunities.

• Develop and implement targeted campaigns to enhance adoption and engagement.

• Present at faculty meetings to promote content adoption and highlight HBI's thought leadership.

• Advocate for inclusive and equitable access to HBI resources.

⛳️ Requirements

• Over 5 years of experience in strategic account management, business development, consultative sales, customer success, or relationship management.

• Background ideally within Higher Education, EdTech, academic publishing, SaaS, or a similar field.

• Demonstrated capability to grow and maintain accounts through strong stakeholder relationships.

• Experience in managing geographic territories, creating account strategies, identifying growth prospects, and meeting revenue or adoption targets.

• Exceptional consultative selling abilities and capacity to recommend tailored solutions.

• Outstanding communication, presentation, facilitation, and relationship-building skills.

• Familiarity with CRM platforms such as Salesforce and data analysis.

• Strong business acumen, problem-solving abilities, and negotiation expertise.

• Capability to navigate complex organizations and make multi-stakeholder decisions.

• Ability to work independently as well as collaborate across functions.

• A passion for higher education, teaching, and learning.

• Experience in consultative selling, account growth, and upselling.

• Proven track record in building relationships with faculty, academic leaders, and institutional stakeholders.

• Experience managing a substantial, multi-state territory and intricate accounts.

• Field experience engaging with customers both in-person and virtually.

• Willingness and ability to travel up to 50% during the academic year throughout the US West region.

🏝️ Benefits

• Competitive compensation and benefits package.

• Career development programs.

• Employee wellness initiatives.

• Education reimbursement opportunities.

• Early-release Summer Fridays.

• Annual Performance-Based Variable Pay Program.

• Competitive on-target earnings (OTE).