Senior Business Development Manager, Education

Union Depot; Houston (TX); On-site; USD 120,000 - 160,000; Full time

Job summary

ABM Education Solutions is seeking a Senior Business Development Manager to drive growth in K-12 and Higher Education markets in South Texas. The role focuses on explaining ABM’s value to customers, delivering facility assessments and financial solutions to address budget shortfalls through executive-level engagement.

Candidates should be adept at navigating long sales cycles, understanding client finances, and proposing bundled energy, facility and technology solutions to meet annual quotas.

Qualifications

• Proven success selling complex facilities services and/or performance contracts.
• Experience managing lengthy RFP-driven sales cycles.
• Experience selling to K-12 Education and Colleges/Universities preferred.
• Knowledge of proactive prospecting at financial decision-making levels.

Responsibilities

• Drive sales opportunities with K-12 and higher-ed decision makers.
• Develop sales strategy and territory plans to meet quotas.
• Qualify opportunities and present bundled financial, facility and technical solutions.
• Engage C-suite levels; interpret client finances and budgets.

Skills

Complex sales

Long sales cycle

K-12 education sales

C-suite engagement

Education

Bachelor's degree

Tools

Salesforce

Capital Generation Tool

ECM Matrix

Job description

Senior Business Development Manager, Education

Houston, TX, United States and 2 more

Job Description

We are looking for a Sr. Business Development Manager to join our Education Solutions team to continue the growth of our business in the K-12 and Higher Education markets within South Texas.

The Sr. Business Development Manager objective is to demonstrate ABM’s unique value to potential customers and provide them with facility assessments and proposals that address funding gaps and provide creative solutions to operating budget shortfalls. This is done through C-suite level interaction / customer advocating within an organization to understand their needs, and then turn that into a vision for a comprehensive solution. This position requires the Sr. Business Development Manager to be well versed in public finance, school funding and financial acumen and to demonstrate an ability to navigate a complex selling environment. Special emphasis is placed on building advanced financial strategies that overcome gaps and pressures within the client’s operating budget.

• High level of motivation and ability to secure appointments with K12 and Higher Ed – C level decision makers
• Drive sales process, from start to finish, prospecting the opportunities and clients and developing sales strategy.
• Perform the necessary research to qualify anddevelop a sales strategy for a specific territory marketing plan intended to secure sales at or above annual quotas
• Good understanding of client finances and ability to read and understand client financial statements
• Securekey opportunities through financial agreements
• Thorough understanding of energy conservation and energy governing laws/regulations
• Identify, qualify, develop and sell complex, bundled financial, facility and technical solutions
• Assist in developing the right solution/need for the customer
• Ability to communicate, council, and sell at all levels of an Education organization but with extensive acumen at the “C” suite: Superintendents and business managers (K12) Presidents, CFOs, COOs, VPs of Finance, Treasurers (HED).
• Be THE advocate for 100% referenceable clients relating to this value proposition.

Qualifications

• Proven success in selling complex facilities services and/or performance contracts
• Successful experience managing very long RFP driven sales cycles
• Experience selling into markets such as K-12 Education and Colleges/Universities is highly preferred
• Extensive knowledge of proactive prospecting at the financial decision-making levelof K12 and HED
• Experience selling multiyear service-related contracts with annual values in the millions
• Four-year degree, but additional years of experience in the Facilities Services industry can be a substitute
• Must be able to produce a persuasive proposal through exceptional writing skills as required for all RFP’s, RFQ’s, contracts, and all other forms of written communication to the client.
• Must have strong written and oral communication skills, presentation skills, and computerskills in in MS PowerPoint, Word & Excel
• Must be comfortable with speaking to large audiences
• Ability to understand operating budgets
• Ability to collaborate with an Operations Team, meet firm deadlines and quarterback the team so they do the same
• Ability to master ABM financial tools; Salesforce, Capital Generation Tool, ECM Matrix

About Us

ABM (NYSE: ABM) is one of the world’s largest providers of integrated facility, engineering, and infrastructure solutions. Every day, our over 100,000 team members deliver essential services that make spaces cleaner, safer, and efficient, enhancing the overall occupant experience.

ABM serves a wide range of market sectors including commercial real estate, aviation, education, mission critical, and manufacturing and distribution. With over $8 billion in annual revenue and a blue-chip client base, ABM delivers innovative technologies and sustainable solutions that enhance facilities and empower clients to achieve their goals. Committed to creating smarter, more connected spaces, ABM is investing in the future to meet evolving challenges and build a healthier, thriving world. ABM: Driving possibility, together.

ABM is an Equal Employment Opportunity (EEO) employer that does not discriminate on the basis of any trait or characteristic protected by applicable federal, state, or local law, including disability and protected veteran status. ABM is committed to working with and providing reasonable accommodation to individuals with disabilities. If you have a disability and need assistance in completing the employment application, please call 888-328-8606. We will provide you with assistance and make a determination on your request for reasonable accommodation on a case-by-case basis.

ABM participates in the U.S. Department of Homeland Security E-Verify program. E-Verify is an internet-based system used to electronically confirm employment eligibility.

ABM is a military-friendly company proudly employing thousands of men and women who have served in the U.S. military. With ABM, you’ll have access to a world-class training program and ample opportunities to use the skills you developed while serving our country. Whether you’re looking for a frontline or professional position, you can find post-military career opportunities across ABM.

• Locations Houston, TX, United States San Antonio, TX, United States Austin, TX, United States