Industry Sr. Account Manager

Position Summary

The Industry Account Manager is responsible for growing revenue from Industry partners by providing superior service and value, and by matching partner needs to the ISTE portfolio of offerings, including SEAL, Ed Tech Index, Co-Lab, EdSurge, and EL Magazine. This role blends consultative account management, sales enablement, and cross-functional collaboration to strengthen partner relationships, expand engagement across the portfolio, and turn customers into raving fans.

Key Responsibilities

Account & Pipeline Management

• Manage Salesforce account entry with consistency, accuracy, and simplicity, maintaining pipeline stage discipline.
• Manage the ongoing contracting process and identify opportunities to simplify and create efficiencies.
• Track account metrics and overall revenue growth; identify time to first value with new accounts and successful activation post-launch.
• Set up quarterly account review meetings based on account review metrics for strategic and large accounts.

Consultative Sales & Relationship Management

• Identify and act upon industry trends and communicate unmet customer needs.
• Develop a consultative sales approach demonstrating how ISTE solves critical EdTech challenges within the EdTech industry. 
• Manage partner needs balanced with editorial calendars and product offering capabilities.
• Identify business expansion opportunities across the portfolio (SEAL, Ed Tech Index, Co-Lab, EdSurge, and EL Magazine).
• Turn customers into raving fans.

Communication & Marketing Collaboration

• Communicate account needs to the content team and other internal stakeholders.
• Create regular sales communication and nurture campaigns to accounts.
• Build strong internal relationships with key stakeholders across the organization. 

Media Kits & Program Development

• Manage sales collateral in partnership with internal stakeholders. 
• Manage offering expansions from concept to deployment. 
• Influence media kit development.
• Support development of the Industry programs sales playbook.
• Identify new product offerings and services.

Market & Competitive Awareness

• Attend conferences.
• Evaluate competitive threats and bring forward solutions to mitigate them.

Salary: $80,000–$85,000 plus performance incentive plan targeting 30% of base salary

PRIORITY WILL BE PROVIDED TO CANDIDATES LIVING IN THE DC METRO AREA (MD, DC, or Northern VA); you will be REQUIRED to come into the Arlington, VA office one day per week.

• Knowledge of consultative sales, strategic account management, and customer success principles.
• Knowledge of the K–12, higher education, and EdTech landscape, including current industry trends and challenges.
• Familiarity with, or the ability to quickly learn, the ISTE+ASCD portfolio of offerings (SEAL, EdTech Index, Co-Lab, EdSurge, EL Magazine, and related products) to effectively align partner needs with organizational solutions.
• Working knowledge of Salesforce or comparable CRM platforms, including pipeline management, forecasting, and data integrity best practices.

Experience

• Bachelor’s degree in Business, Marketing, Communications, Education, or a related field, or an equivalent combination of education and professional experience.
• Experience collaborating across cross-functional teams, including marketing, content, product, and operations, to deliver customer solutions
• Experience managing a portfolio of customer or partner accounts with responsibility for retaining, expanding, and growing revenue.
• Experience developing and executing account strategies that result in increased customer engagement, renewals, cross-selling, or upselling.

Skills and Abilities

• Excellent relationship-building, interpersonal, written, verbal, and presentation skills, with the ability to establish credibility and build long-term strategic partnerships.
• Demonstrated attention to detail and commitment to maintaining accurate CRM data and pipeline hygiene.
• Strong project management, organizational, and time management skills, with the ability to manage multiple priorities and deadlines simultaneously.
• Strong analytical and problem-solving skills, with the ability to interpret data, identify trends, monitor account health, and make data-driven recommendations.
• Ability to develop strategic account plans, conduct executive business reviews, and maintain accurate sales forecasts.

Work Environment

• Normal demands associated with a deadline-drive office environment.
• The noise level is generally quiet to moderate.
• Daily contact with external customers, vendors, colleagues, associates, supervisors, and staff at all levels of the organization.

• Ability to remain at a desk for extended periods of time.
• Ability to communicate and exchange information with others.
• Ability to move about to coordinate work in areas of varying heights.
• Ability to perceive and inspect records in a document management system.
• Ability to operate general office equipment.
• Ability to travel to off-site meetings.
• Ability to lift, carry, move, or position objects weighing up to 10 pounds.