Account Executive Technology (Higher Education Market Focus)

Description

• In collaboration with other departments to develop annual key account plans, annual team forecasts as well as weekly reporting
• Develop strategies and approaches to expand contacts and create new revenue streams within clients
• Develop ongoing client relationships at management levels
• Supports New Business Development and ensures successful transition of new customers to client service teams.
• Serve as a Steward of iSpace Core Values and Brand
• Collaborates with Engineering to create solutions that position iSpace to win the business
• Communicate and negotiate all financial terms and conditions of a project with the external customer, based on the company’s standard terms and agreements
• Partners with the Management Team to develop solutions and services that drive client revenue and profitability;
• Responsible for all aspects of assigned account team performance for project delivery and financial results
• Represent iSpace at higher education industry conferences and associations (e.g., EDUCAUSE, NACUBO) to expand brand visibility and partnerships
• Participates in conversation about what RFP’s NBD should pursue based on defined criteria of the right client and the right project.
• Oversees and evaluates projects for existing customers based on requests from the external customer, while providing specific and sufficient information via a comprehensive Scope of Work (SOW) for the internal customers; Engineers, Field Services Manager, Project Manager, Programmer, and Field Technicians; if applicable. (Approves SOW)
• Develop and execute sales strategies tailored to the Higher Education market, focusing on technology integration for classrooms, hybrid learning environments, and administrative spaces
• Partners with NBD to ensure the successful transition of new customers to client service teams.
• Responsible for overall client relationship and account growth / performance
• Build and maintain long-term relationships with universities, colleges, and other academic leaders by understanding their capital planning cycles, funding models, and IT infrastructure priorities
• Partner with internal teams to understand cost drivers and best practices that will drive improvements in profitability and throughput
• Negotiate resource allocation and project prioritization issues
• Generates proposals for existing customer new business opportunities
• Ensure consistency between teams and sharing of best practices
• Drives account growth by identifying and pursuing new divisions or facilities within existing clients
• Support New Business Development (NBD)
• Provides direction and motivation for the effective creation and design of technology solutions on behalf of clients;
• Maintain awareness of trends in campus technology, AV modernization, and digital learning spaces to position iSpace as a thought leader within higher education
• Acts as second set of eyes to ensure pricing is accurate and that prospect is a good fit for iSpace that will result in profitable business
• Maintain an in-depth understanding of assigned client’s business model, business plans, building expansion/improvement plans and technology strategies; communicate unique aspects of client to internal teams
• Ensures development of additional revenue streams within company margin expectations
• Manage Client Service Specific Responsibilities:
• Create strategies to build iSpace’s reputation as a partner that provides solutions, not transactions
• Implement and oversee annual iSpace account reviews with key clients (how are we doing, where can we improve and what else can we assist them with)
• Review and approve proposals and invoices for accuracy and profit margins prior to submittal to customer
• Acts as key liaison with upper-level external customers and partners (architectural firms, building management, General Contractors, Project Management firms, etc.) during project initiation, solutions presentation and problem-solving phases of project
• Leverage the Director of Operations to ensure training and process standards are met across the team
• Collaborate with internal teams to design and present AV and technology solutions that enhance student engagement, teaching environments, and campus connectivity initiatives
• Provide direction to the ideation process and oversee project progress
• Recognize variances, or potential variances, and address as appropriate
• Monitor competitive landscape, clients’ business climate and industry trends
• Identifies growth opportunities within clients and markets, and creates strategies for winning new business;
• Expand existing business contracts by finding ways to increase account deliverables: design services, facility planning, research, technology trends, business trends, support needs, service reporting, training, system assessments, etc.to gain larger share of clients’ total facilities/technology budget(s)

Requirements

• Strong aptitude for technology
• Must have established knowledge of and relationships within the Higher Education market — including familiarity with decision-makers, procurement processes, and capital project stakeholders. Proven ability to develop technology solutions aligned with higher education goals such as learning innovation, sustainability, and campus modernization.
• Must have an exceptional ability to guide teams, influence projects and drive results
• Must have proven ability to drive growth and profitability and lead / influence teams
• External candidates: 7+ years of industry experience, or 7+ years of demonstrated success managing and growing client accounts and leading teams. CTS certification preferred. Degree in business or marketing; strong customer relationship experience and financial acumen required.
• Ability to travel up to 20%
• Internal candidates: in depth understanding of iSpace’s core values, offerings and internal operations, and a proven track record of strong customer relationship management and financial acumen typically gained by 5+ years with iSpace or in the industry.
• Ability to acquire CTS certification within two years of placement
• Willingness and ability to work beyond 40 hours per week during peak periods to ensure client needs are met

Benefits

• Employee Stock Ownership Plan (ESOP)
• We have FUN: Having fun is part of our work experience. We bring our culture to life by enjoying ourselves and each .
• 401(k) Retirement Plan
• Medical, Dental & Vision Insurance
• Company-Paid Life and Disability Coverage
• Floating Holidays
• Comprehensive Paid Time Off (PTO)
• We Are OWNERS: We are 100% employee owned. We think and act like owners, making every decision count for our collective success.

Training + Development

Interview process

Visa Sponsorship

Security clearance