Higher Education Strategic Account Manager

Role Overview

• Develop and grow sales with targeted/strategic Higher Ed accounts.
• Leverage existing Higher Ed relationships for new business development.
• Conduct market analysis and identify key customer targets.
• Develop and implement strategic plans to achieve sales targets in assigned territory.
• Develop and maintain owner relationships with partners in large Higher Ed institutions to influence design standards and projects for direct and indirect sales opportunities.
• Develop strategies for capital spending and operational priorities to align with customer’s ESG goals.
• Use state procurement contracts and other sales tools to increase equipment sales.
• Oversee Higher Ed sales activities and resources within sales channels in assigned territory.
• Collaborate with local Carrier Commercial Sales, Service, and Controls teams on sales strategies that improve Carrier’s competitive position.
• Track project activity in salesforce.com.

Requirements

• Bachelor’s degree.
• Minimum of 5 years of successful B2B sales or strategic account management experience, with a demonstrated track record of managing large, complex customer relationships.
• Ability to travel regularly within the assigned territory, including customer meetings, industry events, and internal collaboration sessions.
• Preferred Qualifications: Bachelor’s degree in Engineering, Business, Marketing, or a related field.
• Strong analytical and strategic thinking skills, with the ability to identify, prioritize, and pursue high-potential growth opportunities.
• Knowledge of enterprise-level building automation and controls systems.
• Demonstrated success selling solutions through a financial value proposition, including life-cycle cost analysis and total cost of ownership.
• Technical expertise in applied HVAC systems design and solution development.
• Working knowledge of Higher Education procurement practices, including state, cooperative, and institutional purchasing agreements.
• Excellent written and verbal communication skills, with the ability to effectively engage both external customers and cross-functional internal teams (sales, engineering, manufacturing, and marketing).
• High level of initiative, accountability, and sense of ownership, with the ability to operate with urgency in a fast-paced environment.
• Exceptional follow-up and execution skills, ensuring commitments are met and opportunities are advanced.
• Strong organizational and time-management skills, with the ability to prioritize competing demands while maintaining attention to detail.
• Proven ability to build rapport and collaborate effectively with equipment, service, and controls teams.
• Strong customer-centric mindset with an unwavering commitment to service excellence.
• Proficiency in Microsoft Office applications (Excel, Word, PowerPoint) and CRM tools such as Salesforce.

Tech Stack

• SFDC

Benefits

• Health Care Benefits : Medical, Dental, Vision; Wellness incentives
• Retirement Benefits
• Time off and Leave : Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
• Disability : Short-term and long-term disability
• Life Insurance and Accidental Death and Dismemberment
• Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
• Tuition Assistance