Vertical Alliances Mgr - Higher Ed

What We Do

We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.

Who We Are

Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.

Why You Should Join Us

You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family.  Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive.  We value the importance of our employees’ emotional wellbeing. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa at this time.

Job Summary

The Vertical Alliance Manager for Higher Education works under minimal supervision of the Vice President Field Sales, Connection Public Sector Solutions. This role serves as a strategic leader and subject matter expert for the Higher Education vertical, driving predictable growth through deep market understanding, contract alignment, solution strategy, and close collaboration with sales, alliances, and internal stakeholders.  The Higher Education VAM builds and strengthens relationships with colleges, universities, and Higher Ed systems while identifying growth opportunities through contract awareness, solution development, and go-to-market execution. This role partners closely with Field Sales, Inside Sales, Business Development Managers (BDMs), Product Management, and Partner teams to create differentiated, customer-centric outcomes.

This role requires frequent travels throughout the US.  Ability to travel/fly and rent vehicles is required.

Strategic Leadership & Market Expertise

• Develops and executes a comprehensive Higher Education vertical strategy designed to grow revenue, expand solution adoption, and increase customer engagement.
• Analyzes Higher Ed market trends, emerging technologies, funding sources, and procurement models to inform strategic recommendations.
• Acts as a trusted advisor internally and externally on Higher Ed needs, challenges, and opportunities.

Go-to-Market & Revenue Growth

• Partners with Field Sales, Inside Account Managers, BDMs, and the assigned Vertical Sales Leader on account planning, mapping, and pipeline development.
• Identifies, drives, and manages growth opportunities within assigned Higher Ed accounts and segments.
• Creates differentiated go-to-market strategies aligned to available cooperative contracts and institutional buying behaviors.
• Develops and communicates key milestones, messaging, and success metrics tied to vertical initiatives.

Customer & Partner Engagement

• Leads and participates in strategic customer conversations, coordinating executive-level engagements where appropriate.
• Dives into top Higher Ed accounts to analyze historical spend, solution adoption, and future opportunity.
• Works with Product Management and Alliance teams to onboard emerging vendors, secure funding for programs, and align partner solutions to Higher Ed needs.
• Represents Connection at regional and national Higher Education trade shows, conferences, and industry events.

Contracts, RFPs & Operational Support

• Creates awareness of existing cooperative contracts and Connection-specific offerings relevant to Higher Education institutions.
• Identifies, vets, and leads responses to Requests for Proposals (RFPs), ensuring alignment with customer requirements and internal capabilities.
• Provides administrative and strategic contract support as needed to enable sales success.

Collaboration & Continuous Improvement

• Actively participates in account manager and business development account planning sessions.
• Leverages internal resources and cross-functional teams to support vertical strategy and execution.

• 5–7 years of experience in public sector sales, with specific focus on higher education institutions.
• Demonstrated success selling solutions into higher education/public sector environments and advancing opportunities through complex buying cycles.
• Proven track record of meeting or exceeding sales quotas and achieving revenue/pipeline goals.
• Bachelor's degree or equivalent combination of education and work experience
• Working knowledge of Microsoft Office Suite with ability to create a document or simple spreadsheet.
• Working knowledge of CRM tools with ability to search and update customer accounts.
• Advanced knowledge of solution selling with a focus on Enterprise and Cloud Solutions.
• Understanding of IT Channel and ability to leverage channel relationships and programs.
• Advanced knowledge of Business Development with ability to maintain relationships with existing top customers
• Negotiation skills with ability to position customers with the appropriate solutions given their pricing structure and solution needs
• Strong understanding of and working knowledge of the value added technology industry
• Familiar with public sector industry and selling cycles with a solid understanding of contract selling.
• Advanced knowledge of solution selling with focus on Cloud solutions.
• Understanding of and ability to navigate and understand complex contracts related to the assigned vertical.
• Ability to position customers with the appropriate solutions given their pricing structure and solution needs
• Articulate with ability to express oneself clearly and professionally in written and oral communication
• Excellent verbal communication skills with ability to present professional demonstrations
• Excellent written communication skills with ability to compose professional business communications via email, letter, and proposals.
• Interpersonal skills with ability to work well with all levels of the organization
• Judgment with ability to formulate opinions, compare and decide with good sense
• Good listening skills with ability to receive information completely and understand what is being said
• Organized state of mind with ability to document activities, anticipate problems, plan schedules and monitor performance according to priorities and deadlines
• Perceptive with ability to understand the needs and values of others