VP, Strategic Account Partnerships

MGT•Tampa, FL

6h•Remote

About The Position

The Tambellini Group, a part of MGT Impact Solutions, is a leading technology research and advisory firm specializing in higher education technology. As the foremost industry authority, we provide objective, data-driven guidance to educational institutions and edtech vendors who are navigating the complex landscape of technology solutions. With our deep understanding of the unique challenges and opportunities within the higher education sector, The Tambellini Group offers unparalleled insights into technology trends, market analyses, and vendor capabilities. Our team of experts brings together a wealth of experience in both technology and education, ensuring that our clients receive comprehensive and tailored strategies to meet their specific needs. Tambellini Group is seeking a Strategic Account Manager (SAM) to drive growth within the higher education market by combining account expansion, executive relationship management, and proactive business development (hunter) activities. This role is responsible for developing and executing strategic account plans, identifying new market opportunities, and leading complex sales pursuits across colleges, universities, and higher education technology providers, with a particular focus on our Technology Vendor Management (Contract Negotiations) solution area.

Requirements

Minimum of 7 years of experience in consultative sales, account management, or business development within: Higher education, Technology, SaaS, or advisory services
Proven ability to both hunt (net-new business) and farm (grow strategic accounts)
Demonstrated success selling into complex, executive-level environments
Experience managing long, consultative sales cycles and large deal sizes
Strong understanding of higher education institutions, buying processes, and IT landscape
Ability to develop and execute account strategies and sales capture plans
Excellent communication, presentation, and negotiation skills
Willingness to travel (approximately 50%)

Nice To Haves

Bachelor’s degree in Business, Marketing, or related field (preferred)
Previous experience working in Higher Education institutions at CXO level preferred

Responsibilities

Develop and execute multi-year strategic account plans for key higher education institutions and partners.
Expand relationships within existing accounts, increasing share of wallet across research, advisory, and consulting services.
Build and maintain trusted advisor relationships with cabinet-level leaders (CIO, CFO, Provost, etc.).
Align Tambellini insights and MGT capabilities to institutional priorities (IT modernization, ERP, student success, AI, etc.).
Proactively identify, target, and penetrate net-new logos within the higher education sector.
Develop and execute territory and vertical go-to-market strategies aligned to growth objectives.
Generate pipeline through outbound prospecting, industry engagement, and thought leadership positioning.
Lead early-stage discovery and shape opportunities before formal procurement cycles.
Own the full sales lifecycle: prospecting, qualification, solution positioning, proposal development, negotiation, and close.
Lead complex, multi-stakeholder sales pursuits, including RFP responses and competitive positioning.
Develop account-specific capture strategies to increase win probability on strategic deals.
Consistently meet or exceed individual and team revenue targets.
Develop deep expertise in higher education trends, technology ecosystems, and buying behavior.
Translate industry insights into compelling client messaging and value propositions.
Partner with internal research and advisory teams to bring data-driven insights into sales conversations.
Represent Tambellini/MGT at industry events, conferences, and executive briefings.
Partner across MGT business units to deliver integrated solutions to clients.
Coordinate with delivery, research, and marketing teams to ensure alignment from sale through execution.