Senior Business Development Manager, Education Solutions
Overview
Own the full sales cycle for K-12 and Higher Education facility solutions across South Texas, targeting $10M+ in annual contract value. You will present ABM’s unique value to C‑suite executives, translating their operating budget gaps into bundled financial and technical solutions. Work alongside a dedicated operations team, while mastering Salesforce, Capital Generation Tool, and ECM Matrix to drive RFP‑based deals from start to finish. This role stands apart through its emphasis on public finance and creative strategies to overcome funding shortfalls, making you a trusted advisor to superintendents and CFOs.
What You'll Do8
- 1Prospect and secure appointments with K-12 and Higher Education decision‑makers, including superintendents, presidents, CFOs, and treasurers, to build a robust pipeline.
- 2Lead the sales process from discovery to close, managing RFP‑driven cycles that often span 6‑12 months and involve multiple stakeholders.
- 3Develop complex financial agreements that address operating budget shortfalls, leveraging public finance knowledge and energy conservation regulations.
- 4Perform market research to craft a territory plan, targeting accounts with annual facility budgets exceeding $5M.
- 5Present persuasive proposals and facility assessments to large audiences, demonstrating ABM’s value in closing funding gaps.
- 6Collaborate with operations teams to ensure seamless transition from sale to implementation, meeting firm deadlines and quarterbacks.
- 7Master internal tools like Salesforce and Capital Generation Tool to track opportunities and forecast accurately.
- 8Advocate for 100% referenceable clients, turning each successful project into a referral engine for future growth.
Requirements9
- 15+ years in business development selling facility services or performance contracts, with proven quota attainment in K-12 or Higher Education.
- 23-5 years of experience managing long RFP sales cycles with contract values in the millions.
- 3Strong financial acumen: ability to read and interpret client financial statements and operating budgets.
- 4Excellent written and verbal communication, including persuasive proposal writing for RFPs and RFQs.
- 5Proficiency in MS PowerPoint, Word, and Excel for client presentations and internal reporting.
- 6A four‑year degree or equivalent experience in facilities services, with a substitute for degree if applicable.
- 7Demonstrated success in prospecting at the C‑suite level, specifically with superintendents, CFOs, and presidents.
- 8Familiarity with energy conservation laws and regulations, and ability to apply them to financial solutions.
- 9Comfort speaking to large audiences and presenting technical solutions to non‑technical stakeholders.
Salary Insight
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