VP, Strategic Account Partnerships

This is a fully remote position, open to applicants in Florida.

📋 Description

• Create and implement long-term strategic account plans for significant higher education institutions and partners.

• Enhance relationships within current accounts, increasing wallet share across research, advisory, and consulting services.

• Establish and nurture trusted advisor relationships with executive-level leaders (CIO, CFO, Provost, etc.).

• Align Tambellini insights and MGT capabilities with institutional priorities (IT modernization, ERP, student success, AI, etc.).

• Proactively identify, target, and engage net-new logos within the higher education sector.

• Develop and implement territory and vertical go-to-market strategies that align with growth objectives.

• Generate a pipeline through outbound prospecting, industry engagement, and thought leadership positioning.

• Manage the entire sales lifecycle: prospecting, qualification, solution positioning, proposal development, negotiation, and closing.

• Lead intricate, multi-stakeholder sales efforts, including RFP responses and competitive positioning.

• Formulate account-specific capture strategies to enhance the likelihood of winning strategic deals.

• Consistently achieve or surpass individual and team revenue goals.

• Cultivate in-depth knowledge of trends in higher education, technology ecosystems, and purchasing behaviors.

• Convert industry insights into persuasive client messaging and value propositions.

• Collaborate with internal research and advisory teams to incorporate data-driven insights into sales discussions.

• Represent Tambellini/MGT at industry events, conferences, and executive briefings.

• Collaborate across MGT business units to provide integrated solutions to clients, coordinating with delivery, research, and marketing teams to ensure alignment from sale through execution.

⛳️ Requirements

• Bachelor’s degree in Business, Marketing, or a related field (preferred).

• Previous experience at the CXO level within Higher Education institutions is preferred.

• A minimum of 7 years of experience in consultative sales, account management, or business development within: Higher education Technology, SaaS, or advisory services.

• Proven capability to both hunt (acquire new business) and farm (grow strategic accounts).

• Demonstrated success in selling within complex, executive-level environments.

• Experience in managing lengthy, consultative sales cycles and substantial deal sizes.

• Strong understanding of higher education institutions, purchasing processes, and the IT landscape.

• Ability to develop and execute account strategies and sales capture plans.

• Excellent communication, presentation, and negotiation abilities.

• Willingness to travel (approximately 50%).

🏝️ Benefits

• Flexible paid time off.

• 5% 401K matching program.

• Equity opportunities.

• Incentive and bonus programs.

• Up to 16 weeks of paid parental leave.

• Flexible spending accounts.

• Comprehensive health benefits with base employee coverage fully funded, including: Medical, dental, and vision coverage.

• Life insurance.

• Short- and long-term disability coverage.

• Income protection benefits.