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How to Apply

To apply for this position, please include a copy of your resume and cover letter (make this the first page of your resume) and click the Apply Now button above. (Your salary will be determined by your qualifications, experience, and education.)

You will be eligible for telework in this role.

Job Summary

Come join a team of passionate individuals at a non-profit serving Michigan’s public universities, colleges, K-12 organizations, libraries, state government, healthcare and other Michigan non-profit organizations for over 54 years! You will play an important role in the Merit team, and will be a dynamic team member, ready to contribute to and accomplish the mission of Merit.

Reporting to the Director of Member Engagement, you will support the needs and strategies required of our Southcentral Region members. You will develop strategic plans to include analysis of member needs and service requirements, including ongoing outreach and support. You will be the primary account manager for accounts also supporting strategy development, service sales, and recruitment to support the following: 

  • Member Engagement – Sales & Account Management Outreach Activities 
  • Merit Services Sales
  • Member Recruitment

You will work both independently and across the organization with other Merit departments on member projects and opportunities and managing your work schedule. 

You will become an expert for at least one Merit security service, in addition to building sound knowledge and capabilities with regard to our Network Services portfolio. 

Please Note: This position is based in our Ann Arbor office and will require regular travel within the South Central Michigan region.

To learn more about Merit Network, please visit our website: https://www.merit.edu/

What You'll Do

Essential functions for this position are followed be an (E). 

Engagement & Procurement Activities (70%):

  • Be the primary contact for Regional accounts, SC Michigan accounts and related strategic community members (E)
  • You will manage sales of Merit services and Member recruitment. (E) 
  • Develop a business plan to grow Merit’s Membership within assigned region or Membership market, expand adoption of Merit services, and encourage procurement channel growth. Membership segments to include: Governing Member organizations, Community Networks and Cyber Range customers. (E)
  • Lead account management and outreach activities - ensure coordination with appropriate Merit resources (E)
  • Engage with decision makers and technical staff to provide consultation on member needs of Merit services and network connections. (E)
  • Present relevant content at meetings, training sessions, seminars and conferences.
  • Provide pre and post-sales outreach. (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 in CRM, with accurate projected close dates and contract amounts. Document appropriate support information (E).
  • Develop, qualify and close service sales leads, achieving sale and account management goals 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 requested by management. 
  • Attend different conferences within Michigan and nationally. 
  • Provide customer-focused service – manage all external relationships with important members within member and prospective member organizations including requests from members for billing and invoice inquiries and service issues. (E)
  • Help conduct community meetings, events, and webinars. 
  • Conduct lead generation activities at conferences and events in Michigan and nationally. 
  • Oversee revenue generation and Membership growth. (E)

Sales Engineering (20%):

  • Conduct and determine scope definition, analysis of Member requirements, WAN designs, performance projections, Member satisfaction measures, and project management. (E)
  • Organize technical sales support discussion with Merit engineers. 
  • Conduct capacity planning exercises with assigned Governing Member institutions with Merit’s strategic engineering staff. 
  • Acquire and maintain understanding of Network and Security technologies and services. (E)

Other Responsibilities (10%):

  • Develop Expertise in the focus area of Merit’s Cybersecurity offerings, as a minimum.
  • Maintain knowledge about growing technology trends. 
  • Be Merit’s physical presence in an assigned geographical region. Assist Merit Network Operations, Merit Support Center, and Network Engineering within geographical region. 
  • Provide useful product enhancement insight to Merit staff as identified through engagement activities.

Skills You Have

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.
  • At least 5 years of experience in marketing and sales of technology products.
  • At least 4 years of experience in account management, customer service, out-bound sales or equivalent hands-on, in-person consulting experience.
  • Experience strengthening ties with existing clients and customers in multiple sectors of the market.
  • 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.
  • Understanding of Network and Security technologies and services.
  • You will to work with individuals at all levels of an organization on technical and strategic discussion topics, involving Merit Executive Management when appropriate.
  • Excellent written and verbal communication skills (related to technical subjects).
  • Collaborate to respond to Member requests and communications.
  • Revenue generation, retention and membership recruiting.
  • Fluency with MS Office applications, Visio, email, shared calendaring, CRM, and other collaborative applications.
  • Strong willingness to understand and improve knowledge of Merit’s services portfolio and technologies.
  • Consulting experience related to community building, programs, product launches and expansions, public private partnership relations, and technology related projects.

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.
  • Experience in marketing and sales of technology products and services to non-profit or educational markets.

Additional Information

We are committed to offering a high-quality benefits package to support staff and their families. Learn more about our 2:1 retirement matching, healthcare plans with nationwide coverage including prescription drug coverage, multiple dental plans, a vision plan, flexible spending account, well-being programs, long-term disability, automatic life insurance, general legal services, multiple early childhood centers, time away from work and work-life programs to promote balance. Learn more at http://careers.umich.edu/benefits/

Relocation assistance is not available for this position.

Physical Demands:

The physical demands described here are representative of those that must be met by you (with or without accommodations) to perform the essential functions of the job.

You must frequently work at a computer station, answer telephone calls, emails, and other forms of customer/client communication. You may on occasion move items of varying sizes and weights throughout the office or building.

Travel:

Regular travel within South Central Michigan is required.

Background Screening:

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

Application Deadline:

Job openings are posted for at least seven (7) calendar days. This job may be removed from posting boards and filled any time after the minimum posting period has ended.

Contact Information

  • If you have any questions regarding this job, please visit our website: https://www.merit.edu/about/careers/
  • Assistance is available if you need help completing this application; please call (734) 615-2000, option 1

U-M EEO/AA Statement

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