Job Title: Director, Higher Education
Location: Remote (Northern CA, Western US, Northeastern US or any major city, focus on those with a large University (Pvt/Public) Travel: As Required
Department: Public Sector Sales Reports to: Senior Vice President, Public Sector Experience Required: 10+ Years (15+ preferred) Employment Type: Full-Time
Position Summary:
We are seeking a dynamic and results-oriented Senior IT Sales Executive with deep expertise in the higher education sector. This role is responsible for driving revenue growth through strategic account management, consultative solution selling, and long-term relationship development with universities, colleges, research institutions, and education consortia across the U.S.
The ideal candidate will have a proven track record of selling IT services and solutions into higher education institutions, a strong understanding of key business problems facing the sector, fundamental knowledge of the academic procurement lifecycle, and the ability to position high-value technology offerings that address evolving challenges in the higher education space. This candidate will come with proven and reliable relationships that can be converted to short-term success and long-term growth.
Key Responsibilities:
Account Strategy & Management
Develop and execute go-to-market strategies tailored to higher education institutions
Build, manage, and grow a pipeline of qualified opportunities at top-tier universities and colleges
Identify key stakeholders including CIOs, Provosts, Procurement Officers, Deans, and IT Directors
Consultative Selling
Understand institutional priorities around digital transformation, legacy application and data modernization, student experience, and research enablement
Position solutions aligned with funding cycles (e.g., grants, federal/state education appropriations, etc.)
In concert with HTC Practice Leadership, conduct solution presentations, demos, and value proposition workshops
Collaboration & Execution
Work cross-functionally with Sales and Practice Leadership, Solution Architects, Proposal Managers, Marketing, Delivery, and Legal to shape winning bids and proposals
Identify and coordinate RFP responses, oral presentations, pricing strategies, and contract negotiations
Stay aligned with delivery teams to ensure client satisfaction and ongoing relationship growth
Must have experience working with a global delivery organization
Market Intelligence & Thought Leadership
Maintain deep awareness of higher education trends, regulatory changes, and key industry events (e.g., EDUCAUSE, NACUBO)
Represent the company at industry conferences and in client advisory panels
Provide feedback to internal stakeholders on market conditions and emerging needs
Daily Duties Include:
Research and target high-potential institutions for outreach
Schedule and conduct discovery calls, client meetings, and campus visits
Prepare account plans, capture strategies, and revenue forecasts
Respond to procurement solicitations, RFIs, and formal RFPs
Track pipeline, sales stages, and reporting in HTC's CRM tool
Provide weekly updates on key pursuits and deal health to leadership
Stay up to date with internal solution enhancements and external market trends
Required Qualifications:
Minimum of 10 years selling IT professional services; 15+ preferred
At least 5 years of recent experience selling into higher education institutions
Proven track record of closing large ($1M+ ACV) IT deals
Strong understanding of higher education procurement processes and funding models
Excellent communication, negotiation, and stakeholder management skills
Bachelor's degree required; advanced degree or certifications a plus (e.g., PMP, ITIL, CSM)
Preferred Industry Experience:
Experience working with public and private universities
Familiarity with academic consortia and state-level education systems
Background in education-specific compliance standards (FERPA, accessibility, research data privacy)
Key Solution Areas Relevant to this Role:
Student Information Systems (SIS) Modernization
Data Analytics & Institutional Research Platforms
Grants Management Systems & Sponsored Research Support
Enterprise Cloud Migrations (AWS, Azure, GCP)
Digital Campus Transformation & Online Learning Infrastructure
Application Development & Legacy System Modernization
IT Staff Augmentation & Managed Services
AI/ML for Student Retention & Academic Outcomes
Document Digitization & Intelligent Automation (OCR, NLP, Workflow tools)
LI-SN1 #LI-Onsite
What Makes HTC A Great Place To Build Your Future
HTC Global Services wants you to join our team. Come build new things with us and advance your career. At HTC Global, you'll collaborate with experts, work alongside clients, and be part of high-performing teams driving success together. You'll have long-term opportunities to grow your career and develop skills in the latest emerging technologies.
At HTC Global Services, our employees have access to a comprehensive benefits package. Benefits can include Group Health (Medical, Dental, and Vision), Paid Time Off, Paid Holidays, 401(k) matching, Group Life and Disability insurance, Professional Development opportunities, Wellness programs, and a variety of other perks.
Our success as a company is built on inclusion and diversity. HTC Global Services is committed to providing a workplace free from discrimination and harassment, where every employee is treated with dignity and respect. We celebrate differences and believe that diverse cultures, perspectives, and skills drive innovation and success. HTC is an Equal Opportunity Employer and a proud National Minority Supplier. We seek to empower each individual, fostering an environment where everyone feels valued, included, and respected.
