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About the Role
The Key Account Director will develop strategic partnerships with Times Higher Education's most important institutional clients, focusing on long-term growth, executive engagement, and strategic planning. This role involves managing a small number of flagship relationships at the Vice-Chancellor and President level, setting the multi-year direction for each institution.
Responsibilities
- Own THE's relationships with designated flagship institutions, positioning THE as a strategic partner.
- Develop and maintain multi-year institutional growth strategies, aligning THE solutions to institutional priorities.
- Identify major expansion opportunities across institutions.
- Structure multi-year agreements and negotiate commercial terms.
- Run quarterly business reviews for flagship accounts and document account actions.
- Build relationships with Vice-Chancellors, Presidents, Provosts, CIOs, and other senior leaders.
- Create executive engagement plans for priority institutions.
- Represent THE at executive engagements, sector events, product user forums, and client advisory discussions.
- Contribute to strategic planning and customer retention initiatives.
- Monitor the health of each flagship account and lead recovery plans for at-risk renewals.
- Track competitor activity in each account and defend against displacement.
- Mentor, train, and support Account Managers as needed.
- Feed structured client and sector insight into THE's product roadmap and go-to-market planning.
- Coordinate cross-functional teams to maximize institutional value.
- Own overall client management and high-level communications for Services (Consultancy, Events, Branding).
- Coordinate how each unit's outputs feed into other project areas.
- Own all client engagement and request back-end set-up from the Manila fulfilment team for Solutions (Data, Hiring, Content).
- Lead client-facing onboarding, securing users and peers, and delivering training for Data solutions.
- Onboard new clients cleanly, introducing the delivery lead within 3 days of close.
- Maintain oversight through regular internal syncs and client check-ins.
- Use Manila usage reports and campaign insights to spot renewal and upsell signals.
- Co-deliver end-of-campaign reports with the Campaign Manager.
Requirements
- Significant experience in strategic or key account management, or enterprise sales, within a data, information, or SaaS business.
- A track record of growing high-value, multi-stakeholder accounts, including through multi-year agreements.
- Direct experience working with universities or HE systems, with a strong grasp of decentralized decision making, governance, and procurement.
- Strong executive presence: credible with Vice-Chancellors, Presidents, and Provosts, and confident presenting strategy at that level.
- Expert negotiator with sound financial acumen, including margin management and complex deal structuring.
- Excellent account planning, forecasting, and cross-functional coordination skills.
- Confident Salesforce user.
- Experience coaching or mentoring account managers.
- Experience across international markets.
- Willingness to travel to client sites and sector events.
Skills
- Strategic account management
- Enterprise sales
- Data
- Information
- SaaS
- Account growth
- Multi-year agreements
- University/HE systems knowledge
- Executive presence
- Negotiation
- Financial acumen
- Margin management
- Complex deal structuring
- Account planning
- Forecasting
- Cross-functional coordination
- Salesforce
- Coaching
- Mentoring
- International markets
- Client relationship management
- Project management
Location
- Global
Work Type
- Full-time
Experience Level
- Senior
About the Company
- Times Higher Education is the data provider underpinning university excellence globally.
- We are the company behind the world’s most influential university ranking.
- We have almost five decades of experience as a source of analysis and insight on higher education.
- We possess unparalleled expertise on the trends underpinning university performance globally.
- Our data and benchmarking tools are used by many of the world’s most prestigious universities.
- Our events series act as the home of higher education thought leadership around the world.
Equal Opportunity
- We know that our individuality and diversity of experiences are our greatest strengths.
- We want THE to be a place where you are welcome to be who you want to be at work.
- You can share whatever part of your life or self-identity you want, without obligation or facing discrimination.
- All abilities and perspectives are recognised and accommodated.