Account Manager - Higher Education
Hanover Research - Washington, DC

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Hanover Research - Account Manager, Higher Education

Hanover Research is a global information services firm providing knowledge support to both for-profit and non-profit organizations. Through our unique, fixed-cost model we provide customized, timely, and authoritative research and advice enabling our clients to make informed decisions, identify and seize opportunities, and heighten their effectiveness.

Hanover Research is actively seeking qualified Account Managers) to work in our Washington DC office in support of our Higher Education members. The Member Management team ensures service delivery to existing members, and Associate Directors conduct renewal and relationship-expansion conversations with senior-level decision makers at Higher Education institutions, both in person and over the phone. These individuals are evaluated against overall annual revenue retention and member satisfaction/advocacy.

The responsibilities include:
o Building relationships with members through demonstration of in-depth institutional knowledge,

understanding of specific institutional needs/priorities, and the ability to propose research


o Navigating Hanover's membership offerings on behalf of the organization, ensuring the

appropriate service is provided to meet the member need.

o Educating members on the benefits of Hanover's products and services through compelling

articulation of our business model and value proposition.

o Creating customized account plans for each organization, outlining service delivery and

revenue- growth strategies for existing and potential memberships.

o Collaborating with the Content team to ensure targeted and substantive solution delivery.

o Determining appropriate tactics to drive urgency in the renewal cycle.

o Predicting cash retention probability and reporting findings to senior leadership.

o Creating the opportunity to expand existing relationships through cross-sell opportunities of

other service offerings.

The following skills and attributes are highly desired:
o Excellent oral and written communication skills.

o Excellent relationship-building skills.

o Interest in and aptitude for issues relating to education, specifically Higher Education.

o Willingness to work outside the strict job description parameters, thinking creatively about

how to provide the highest level of member service.

o Superior negotiation and closing abilities.

o Ability to develop relationships and conduct substantive content discussions with decision


o Exceptional ability to immediately establish one's credibility with decision makers.

o Ability to learn substance of research quickly.

o History of meeting personal and team monthly, quarterly, and annual financial goals.

o Ability to diagnose member needs and identify relevant solutions.

Minimum Education Required:
A Bachelor's degree is required, an MBA or other advanced degree or qualification in business would

be highly advantageous.

Minimum Experience:
3-5 years of Account Management or Sales experience is highly desired.

Location: Washington, DC

Compensation: Competitive base salary plus incentive bonuses based on performance.

If you feel that you would be the ideal candidate for this position, please submit your resume

(2-page maximum), cover letter and a suitable business writing sample through our online

application portal at:

Only documents in Word or PDF will be accepted. Applicants failing to include a cover letter and/or

business writing samples will not be considered.

Hanover Research offers a competitive compensation package, full benefits including medical,

dental, vision, 401(k), paid time off, FSA, Long Term Disability protection and fitness facilities.

Hanover Research is an Equal Opportunity Employer. While all applications will be reviewed, we

regret that only applicants selected to move forward in the process will be contacted.

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