- Bachelors' degree or equivalent work experience
- 5 years of experience as a direct field sales professional with a proven track record of success in managing high value, strategic accounts and generating new business
- 5 years of experience selling and closing customers, creating value, and managing a pipeline
- 5 years of sales experience in the higher education, libraries, academia, or related industries
- Successful sales negotiation skills at every level within client organizations, with experience influencing and selling to the executive level decision-maker
- Ability to develop a deep understanding of product line and client base.
- Capable of engaging in key probing questions for specialty products and can promote key value proposition and answer baseline questions about all specialty products.
- Able to clearly and compellingly articulate full Clarivate value proposition.
- Ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data.
- Ability to accurately forecast and manage the sales funnel for assigned account territory.
- Capacity to learn and effectively utilize as well as other software tools relevant to the role, and adhere to assigned sales methodology.
- Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, and related software relevant to the role.
- Own the assigned territory and individual account plan coordination, working closely with product specialists, trainers, and renewal teams to develop an overall account plan to grow long term revenue.
- Influence and motivate others in a matrixed sales organization (particularly those who do not directly report to the Account Manager) to support and drive towards shared goals.
- Focus on new and renewal business as part of expanding Clarivate's footprint within the account; typically serves as primary point to engage client.
- Lead RFP coordination and development as needed; seeking opportunities to unite multiple RFP or current investments and collaborating with product specialists as appropriate.
- Manage full portfolio forecast (renewals and new business) including specialty products and content; works closely with product specialist and support teams to ensure forecast accuracy.
- Maintain a good working knowledge of products especially in core content where there are no specialists.
- Lead content demonstrations, engaging product specialists as appropriate for product-specific demonstrations.
- Maintain awareness of all proposals, and as account plan warrants may lead discussion with client.
- Ensure account plan is making progress and is aligned to other objectives in the account.
- Manage the overall health of the account; coordinating routine checkpoints, handling business reviews, participating in new product roadmap discussions, and engaging in client meetings.
- Ensure client satisfaction and issues are resolved; relying on product specialists to drive specialty product issues and working with colleagues in customer services and technical support
- Enter leads and new activity into in order to ensure collaboration and full communication.
- Full time, permanent
- Although duties are typically performed during normal business hours, occasional off-hours may be required
- Up to 50% travel is required
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Account Manager - Indianapolis, United States - Clarivate Analytics US LLC
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Description
We are looking for an Account Manager to join our team. You will lead and coordinate sales activity for an assigned territory, utilizing expertise and other resources such as product specialists, client relationship managers and field marketing teams to meet and exceed sales targets. This role requires a dynamic self-starter who can network and manage relationships across many different functions and levels organizations of different size. You will develop and maintain ongoing client relationships in order to achieve client and revenue retention targets within an assigned territory or team remotely (e.g. by phone or online). If this sounds like an opportunity you are interested in, then we would love to talk to you
About You - experience, education, skills, and accomplishments
It would be great if you also had...
What will you be doing in this role?...
About the Team
The team works closely with one another and, as part of a larger team of sales specialists. You will be part of the Segment Sales Team. This a very collaborative team, who loves to work with each other.
Hours of Work
Clarivate is an Equal Opportunity Employer Vets/Minorities/Women/Disabled
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