Account Executive Technology (Higher Education Market Focus)

iSpace Environments•Minneapolis, MN

60d•$60,000 - $80,000

About The Position

An Account Executive acts as business manager by networking, identifying, and developing new clients to build the business. This role has a strong emphasis on the Higher Education market, requiring a deep understanding of the unique technology, budgeting, and decision-making processes within colleges, universities, and academic institutions. The Account Executive will leverage existing relationships and develop new ones to expand iSpace’s partnerships and reputation within the education sector. Identifies growth opportunities within clients and markets, and creates strategies for winning new business; Provides direction and motivation for the effective creation and design of technology solutions on behalf of clients; Ensures development of additional revenue streams within company margin expectations Partners with the Management Team to develop solutions and services that drive client revenue and profitability; Supports New Business Development and ensures successful transition of new customers to client service teams.

Requirements

Bachelor's degree from four-year College or university in business or marketing; or equivalent combination of education and experience.
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.
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.
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.
Working knowledge and proficiency with Microsoft Office Suite, including Word, Excel and PowerPoint. Dtools proficiency (internal candidates); or the ability to become proficient in Dtools (external candidates).
Must have proven ability to drive growth and profitability and lead / influence teams
Ability to acquire CTS certification within two years of placement
Strong aptitude for technology
Must have an exceptional ability to guide teams, influence projects and drive results
Ability to travel up to 20%
Willingness and ability to work beyond 40 hours per week during peak periods to ensure client needs are met

Responsibilities

Manage Client Service Specific Responsibilities:
Responsible for overall client relationship and account growth / performance
In collaboration with other departments to develop annual key account plans, annual team forecasts as well as weekly reporting
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
Develop ongoing client relationships at management levels
Drives account growth by identifying and pursuing new divisions or facilities within existing clients
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)
Develop and execute sales strategies tailored to the Higher Education market, focusing on technology integration for classrooms, hybrid learning environments, and administrative spaces
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
Represent iSpace at higher education industry conferences and associations (e.g., EDUCAUSE, NACUBO) to expand brand visibility and partnerships
Collaborate with internal teams to design and present AV and technology solutions that enhance student engagement, teaching environments, and campus connectivity initiatives
Maintain awareness of trends in campus technology, AV modernization, and digital learning spaces to position iSpace as a thought leader within higher education
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)
Provide direction to the ideation process and oversee project progress
Collaborates with Engineering to create solutions that position iSpace to win the business
Generates proposals for existing customer new business opportunities
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
Responsible for all aspects of assigned account team performance for project delivery and financial results
Communicate and negotiate all financial terms and conditions of a project with the external customer, based on the company’s standard terms and agreements
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)
Review and approve proposals and invoices for accuracy and profit margins prior to submittal to customer
Recognize variances, or potential variances, and address as appropriate
Leverage the Director of Operations to ensure training and process standards are met across the team
Create strategies to build iSpace’s reputation as a partner that provides solutions, not transactions
Develop strategies and approaches to expand contacts and create new revenue streams within clients
Negotiate resource allocation and project prioritization issues
Ensure consistency between teams and sharing of best practices
Monitor competitive landscape, clients’ business climate and industry trends
Partner with internal teams to understand cost drivers and best practices that will drive improvements in profitability and throughput
Support New Business Development (NBD)
Participates in conversation about what RFP’s NBD should pursue based on defined criteria of the right client and the right project.
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
Partners with NBD to ensure the successful transition of new customers to client service teams.
Serve as a Steward of iSpace Core Values and Brand
Other duties as needed to meet business needs