Hanover Research - Account Executive, Higher Education
Arlington, VA
Remote opportunity available
The Account Executive is the main commercial contact that works closely with senior leaders in higher education to align their needs with Hanover’s wide-ranging research and grants solutions. The Account Executive will be responsible for selling to new clients as well as managing the renewal and expansion conversations with existing clients and collaborating with our research and grants teams on project output.
A highly motivated commercial lead will use their knowledge of market trends and Hanover’s capabilities to craft compelling solutions and generate revenue for the company while maximizing personal earning potential. Our Account Executives play a critical role driving the growth and expansion of our firm. They are passionate about the markets we serve and are dedicated to a high-performance environment.
Responsibilities
- Consult with prospects and clients to identify challenges and issues impacting education leaders
- Educate prospects and clients on solutions offered by Hanover’s unique products and services
- Deliver polished presentations by phone, video, and in-person that convert interest to action
- Manage a robust pipeline of prospects and client renewals
- Accurately forecast based upon realistic opportunity assessment
- Meet challenging monthly, quarterly, and annual revenue goals
- Be assigned a dedicated Sales Associate who will primarily focus on lead generation efforts for but you’ll be required to do some yourself to a lesser degree at times
- Act as a mentor to entry-level Associates
Qualifications
- Bachelor’s degree required (business, social sciences, education, communications, political science, economics, psychology, public policy preferred)
- 5-7 years of consultative sales experience: New Business Development and Client Relationship Management
- Experience selling to U.S. higher education institutions
- Excellent oral and written communication skills
- Well-developed ability to ask probing questions and match solutions to institutional challenges
- Strong organization skills and ability to manage a busy pipeline and meeting calendar
- Strong skills in Microsoft Office Suite (Word, Excel, PowerPoint) and Salesforce
- Ability to travel 20% domestically
Location
DMV region preferred (office in Arlington VA)
Remote option available
#Remote #LI-Remote
Benefits
- Competitive base salary and uncapped commission earning potential exceeding $200K+
- Award-winning training program on markets, research methodologies and sales skills
- Top performers will be eligible for an annual sales incentive trip
- Starting at 18+ days Paid Time Off
- 14 observed holidays, including Juneteenth, Indigenous People Day and personal floating days
- Comprehensive health, vision, and dental benefits package
- 401(K) employer matching program
- Health and wellness packages with discounts to local gym
- Community service opportunities
- All travel expenses will be covered
- Unlimited snacks and beverages in office
Compensation
Hanover Research strives to create compensation and benefits programs that are competitive, equitable and fair. The On Target Earning (OTE) range for this role is $180,000- $235,000 per year, which is comprised of a base salary range from $95,000- $120,000 and a variable uncapped commission structure ranging from $85,000 - $115,000 when goal is 100% obtained for this role. Please note that the base salary offered is contingent on the candidate’s job-related knowledge, skills, and experience. Our base pay range is determined by the role and the market.
Hanover believes in supporting our team’s overall well-being now and in the future. We provide retirement benefits and 401K matching to help you plan ahead, wellness benefits to keep you healthy, medical coverage to lift you up if you or your dependents get sick, and paid time away to rejuvenate. You can learn more about our benefits on our Hanover Research Careers page or please talk to your Recruiter to learn more.
About Hanover Research
Founded in 2003, Hanover Research is a global research and analytics firm that delivers market intelligence through a unique, fixed-fee model to more than 1,000 clients. Headquartered in Arlington, Virginia, Hanover employs high-caliber market researchers, analysts, and account executives to provide a service that is revolutionary in its combination of flexibility and affordability. Hanover was named a Top 50 Market Research Firm by the American Marketing Association from 2015 to 2021. To learn more about Hanover Research, visit www.hanoverresearch.com
Hanover Values
- Business Building – We build our business quickly and intelligently and we help our clients do the same
- Thought Leadership and Innovation – We strive constantly to deliver better information in a better way
- Service – To our clients and our community, service is our guiding principle
- Leadership and Mentorship – Our talent is our greatest asset, and we hope to help our people be their best
- Firm Citizenship – We are optimists who believe there are endless possibilities for our company and ourselves
How to Apply
If you are interested in the prospect of working for a dynamic, fast-growing company, we encourage you to submit your resume and any other supporting materials by applying to the job here on current openings page.
Hanover strives to be accessible to all users and job seekers. If you are a qualified individual with a disability and need assistance in accessing our website or completing a job application, please contact Hanover Research at 202-559-0050 or via email [email protected] All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodation.
Hanover Research provides equal employment opportunities to all employees and applicants for employment without regard to their race, color, creed, religion, national origin, gender, sexual orientation, gender identity or expression, disability, veteran status, age, marital status, familial status, genetic information, or status with regard to public assistance, or membership or activity in a local human rights commission, any other characteristic protected by applicable federal, state, or local law. You can learn more on our Equal Employment Page.
Skills Required
- Bachelor's degree
- 5-7 years of consultative sales experience in new business development and client relationship management
- Experience selling to U.S. higher education institutions
- Excellent oral and written communication skills
- Ability to ask probing questions and match solutions to institutional challenges
- Strong organizational skills and ability to manage a busy pipeline and meeting calendar
- Proficiency with Microsoft Office Suite and Salesforce
- Ability to travel 20% domestically
What We Do
Hanover is a leading provider of research and analytics for thousands of organizations worldwide. Our company consists of researchers, analysts, and account professionals that provide clients with critical insights that drive success. As a full-service market research firm, we apply multiple research methodologies to best serve our clients’ needs– from surveys and focus groups to market scans and quantitative data analysis. Our unique service model allows us to be a true strategic partner to clients, delivering critical insights more quickly and at a lower cost than traditional firms. For more information, visit www.hanoverresearch.com. Follow us on Twitter @HanoverResearch. Our Clients: Hanover’s clients come in all shapes and sizes, from established global organizations, to emerging companies, to educational institutions. Their operating models are often lean, but their need for analytical rigor in decision making is equal to that of larger competitors. From CEOs and CMOs to Superintendents, Provosts, Chief Academic Officers and VPs of Finance, our research informs decisions at any level and across any department, capitalizing on our exposure to many industries and challenges. Our Employees: Hanover hires the best and the brightest talent available – from statisticians and survey experts to research generalists, and sales and account professionals. Our employees are smart, driven, and dedicated to helping our clients and each other succeed. To view current job openings, visit careers.hanoverresearch.com Our Service Model: Hanover is the only firm that provides custom market research for an annual fixed fee. Under this model, we have brought hundreds of researchers with a variety of industry and methodological expertise under one roof, allowing our clients to tap into their skills only for the time when their project requires it. Clients have the flexibility to quickly pivot from project to project, reprioritizing as organizational goals and needs change. Our model is powered by our research queue in which clients can request an unmetered number of research queries that are delivered one at a time.
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