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** THIS POSITION WILL BE LOCATED WITHIN THE SOUTHWESTERN REGION OF MICHIGAN **
 

A cover letter and resume are required; the cover letter must be PAGE 1 of your resume. The letter should:

(1) specifically outline the reasons for your interest in the position;

(2) outline your particular skills and experience that directly relate to this position; and

(3) include your current or ending salary.

The salary for this position will be commensurate with experience level and qualifications.

Job Summary

Merit Network Inc., a nonprofit corporation owned and governed by Michigan’s public universities, owns and operates America’s longest-running regional research and education network. In 1966, Michigan’s public universities created Merit as a shared resource to help meet their common need for networking assistance. For over 50 years, Merit Network has remained on the forefront of research and education networking expertise and services. Merit provides high-performance networking solutions to Michigan’s public universities, colleges, K-12 organizations, libraries, state government, healthcare and other non-profit organizations.

For more information: www.merit.edu

The Southwestern Michigan Member Engagement Manager is part of the Member Engagement team and reports directly to the Member Engagement Senior Manager. The Member Engagement Manager’s primary responsibility is to coordinate and facilitate sales and outreach activities with both established and prospective Members. Other responsibilities include Member account management, sales of Merit services and Member recruitment. Additionally, the Member Engagement Manager is responsible for developing and implementing strategic plans to include analysis and projections for growth in respective territory for membership recruiting and service sales, to current and potential Merit Members.

This position will work collaboratively with the other Merit departments to develop and promote services tailored to the needs of Merit’s Members.  This position involves becoming the Subject Matter Expert for at least one Merit Service, and includes providing sales engineering to Members requiring tailored solutions. This position will require the ability to work both independently and within a team environment. Candidates must be able to manage multiple projects, and be able to prioritize and manage a work schedule in a fast-paced environment.

This position is headquartered out of our Ann Arbor, MI location, however the person in this role will be based in the Southwestern region of Michigan, preferably Kalamazoo County. Remote positions require employees to contractually agree to a Remote Employee Agreement. Remote positions require travel to headquarters in Ann Arbor, MI on a consistent schedule set forth by management as well as other occasional travel.  Remote positions require designated workspace and Internet access.

Please Note:  This position will be responsible for covering the Southwestern Lower Peninsula region.

Responsibilities*

Essential Functions for this position are followed by an (E).

As the Member Engagement Manager, this position’s key responsibilities include, but are not limited to, the following:

ENGAGEMENT ACTIVITIES – 60%

  • Develop and implement a business plan to grow Merit’s Membership within assigned region, and expand adoption of Merit services.
  • Lead strategic outbound outreach activities for Merit Members and potential Members. (E)
  • Engage with decision makers and technical staff to provide consultation on current and future needs of Merit services and network connections. (E)
  • Prepare and/or present relevant content at meetings, training sessions, seminars and conferences.
  • Provide pre and post-sales services outreach to Members and potential Members. (E)
  • Develop and respond to RFPs, initiate quotes and proposals for the sale of services. (E)
  • Manage with self-sufficiency through the sales process of inquiry, discovery, quoting, presentation and closing. (E)
  • Accurately document all sales and engagement related activities and progress in CRM, with accurate judgment of projected close dates and contract amounts. Document appropriate support information.
  • Develop, qualify and close service sales leads, achieving sale and account management objectives set forth by management. (E)
  • Work with internal support team to coordinate quoting, installation and support activities. (E)
  • Be a resource to Merit’s Members in other regions as needed.
  • Attend various conferences within Michigan and nationally, as required.
  • Deliver highly customer focused service to Merit Members and Customers – building and developing ongoing relationships and exceeding their expectations in customer service.

SALES ENGINEERING– 10%

  • Conduct and/or determine scope definition, analysis of Member requirements, WAN designs, performance projections, Member satisfaction measures, and project management. (E)
  • Develop Subject Matter Expertise in one service, as a minimum. (E)
  • Facilitate technical sales support discussion with Merit engineers, as required.

MARKETING – 10%

  • Assist with creation of community meetings, events, and webinars. 
  • Participate in strategic market analysis.
  • Conduct lead generation activities at conferences and events in Michigan and nationally.

PRODUCT & PROFESSIONAL DEVELOPMENT – 10%

  • Provide input and feedback to Product Managers for strategic services development. 
  • Develop and present pilot services.

OTHER – 10%

  • Maintain working knowledge of Merit’s service portfolio as well as growing technology trends. 
  • Serve as Merit’s physical presence in an assigned geographical region.  When necessary, assist Merit Network Operations, Merit Support Center, and Network Engineering within geographical region.

Please note that this job posting is not intended to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or others may be assigned at any time with or without notice.

Required Qualifications*

  • Bachelor's degree, preferably in business administration, with an emphasis on customer service and information technology or related field and/or equivalent combination of education, certification and experience.
  • Four or more years of experience in account management, customer service, out-bound sales or equivalent hands-on, in-person consulting experience.
  • Demonstrated experience strengthening ties with existing clients as well as cultivating customers in multiple sectors of the market.
  • Demonstrated experience in a technical outreach role including writing, preparing, and responding to proposals, and coordinating meetings with various IT and technical departments to manage and finalize projects.
  • Ability to interact professionally and proficiently with individuals at all levels of an organization on technical and strategic discussion topics, involving Merit Executive Management as needed.
  • Excellent written and verbal communication skills (particularly related to technical subjects).  Demonstrated excellence in presentation skills.  Must be self-motivated, work well independently and as part of a team.
  • Ability to work in a collaborative process to respond, track, and manage Member requests and communications, in a fast-paced environment.
  • Demonstrated performance in revenue generation, retention and membership recruiting.
  • Fluency with MS Office applications, email, shared calendaring, CRM, and other collaborative applications. Experience with Visio and a plus.
  • Strong willingness to understand and to continuously strive to improve knowledge of Merit’s services portfolio and technologies in order to be able to communicate confidently about them to the Merit Community.

Desired Qualifications*

  • Experience with state and national associations.
  • Experience being a trusted representative to external individuals and groups.
  • Experience working with higher education, K-12 educational institutions, libraries, government, healthcare, research institutions and other public sector non-profit organizations.
  • Understanding of  Network and Security technologies and services (including, but not limited to:  Internet, Layer 2 & 3, VoIP, Firewalls, Intrusion Detection Systems, Cloud Applications, and Wireless). 
  • Experience in marketing and/or sales of technology products and/or services to non-profit or educational markets.
  • If position is remote, demonstrated success and experience working as a telecommuter is a plus.

Additional Information

Work Conditions and Context

            Physical Demands

  • Employee must be able to perform the assigned duties and responsibilities with or without reasonable accommodations.
  • Employee must be able to remain in a stationary position and position self to effectively accomplish tasks.
  • Employee must have the ability to traverse and/or move throughout different locations to attend meetings/events and access files or information
  • Employee must inspect and accurately identify various items.    

      Communication

  • Employee must regularly communicate with or without the use of assistive technology or other reasonable accommodation via telephone, electronic mail, written letters and/or memos, and in person with individuals and/or teams

Work Setting

  • Requires working indoors in environmentally controlled conditions

Background Screening

The University of Michigan/Merit Network Inc. conducts background checks on all job candidates upon acceptance of a contingent offer and may use a third party administrator to conduct background checks.  Background checks will be performed in compliance with the Fair Credit Reporting Act.

Mission Statement

Merit Network Inc. serves the research, education and public sector communities as a trusted and valued partner. Merit advances member success, research, economic development, collaboration, and professional development by leveraging its network infrastructure, expertise and the value of its member communities.

Application Deadline

Job openings are posted for a minimum of seven calendar days.  This job may be removed from posting boards and filled any time after the minimum posting period has ended.

U-M EEO/AA Statement

The University of Michigan is an equal opportunity/affirmative action employer.