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Higher Education Strategic Account Manager

May 25, 2026

Job Description:

Develop and grow sales with targeted/strategic Higher Ed accounts.
Leverage existing Higher Ed relationships for new business development.
Conduct Market analysis and identify key customer targets.
Develop and implement strategic plans to achieve sales targets in assigned territory.
Develop and maintain owner relationships with partners in large Higher Ed. institutions to influence design standards and projects for direct and indirect sales opportunities.
Develop strategies for capital spending and operational priorities to align with customer’s ESG goals.
Use state procurement contracts and other sales tools to increase equipment sales.
Oversee Higher Ed sales activities and resources within sales channels in assigned territory.
Collaborate with local Carrier Commercial Sales, Service, and Controls teams on sales strategies that improve Carrier’s competitive position.
Track project activity in salesforce.com.

Requirements:

Bachelor’s degree
Minimum of 5 years of successful B2B sales or strategic account management experience , with a demonstrated track record of managing large, complex customer relationships.
Ability to travel regularly within the assigned territory , including customer meetings, industry events, and internal collaboration sessions.
Preferred Qualifications Bachelor’s degree in Engineering, Business, Marketing, or a related field.
Strong analytical and strategic thinking skills, with the ability to identify, prioritize, and pursue high-potential growth opportunities.
Knowledge of enterprise-level building automation and controls systems.
Demonstrated success selling solutions through a financial value proposition, including life-cycle cost analysis and total cost of ownership.
Technical expertise in applied HVAC systems design and solution development.
Working knowledge of Higher Education procurement practices, including state, cooperative, and institutional purchasing agreements.
Excellent written and verbal communication skills, with the ability to effectively engage both external customers and cross-functional internal teams (sales, engineering, manufacturing, and marketing).
High level of initiative, accountability, and sense of ownership, with the ability to operate with urgency in a fast-paced environment.
Exceptional follow-up and execution skills, ensuring commitments are met and opportunities are advanced.
Strong organizational and time-management skills, with the ability to prioritize competing demands while maintaining attention to detail.
Proven ability to build rapport and collaborate effectively with equipment, service, and controls teams.
Strong customer-centric mindset with an unwavering commitment to service excellence.
Proficiency in Microsoft Office applications (Excel, Word, PowerPoint) and CRM tools such as Salesforce.

Benefits:

Health Care Benefits : Medical, Dental, Vision; Wellness incentives
Retirement Benefits
Time off and Leave : Paid vacation days, up to 15 days; paid sick days, up to 5 days; paid personal leave, up to 5 days; paid holidays, up to 13 days; birth and adoption leave; parental leave; family and medical leave; bereavement leave; jury duty leave; military leave; purchased vacation
Disability : Short-term and long-term disability
Life Insurance and Accidental Death and Dismemberment
Tax-Advantaged Accounts: Health Savings Account; Health Care Spending Account; Dependent Care Spending Account
Tuition Assistance

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...