Account Manager, Growth Segment, Professional - Arlington, United States - POLITICO LLC

Description

POLITICO's mission from the very beginning was to win the audience.

We dedicate ourselves to providing accurate, non-partisan, impactful information to the right people at the right time so that they can act with confidence and speed.

We experiment to avoid being disrupted and we have fun disrupting others. And we are not afraid to risk failure if it means being the best at what we do.

POLITICO's suite of offerings under Professional Subscriptions includes POLITICO Pro, E&E News, and Agency IQ. The Professional Subscriptions Sales team is responsible for selling, renewing, and servicing POLITICO Pro and E&E News.

POLITICO Pro is POLITICO's subscription service that arms policy professionals with in-depth policy reporting and a portfolio of tools they need to get the job done.

Almost 30,000 policy professionals rely on POLITICO Pro to help them stay informed quickly, act confidently, and communicate effectively.

E&E News is POLITICO's subscription service that provides original, compelling, and non-partisan journalism on energy and environmental issues that keep professionals informed and a step ahead.

POLITICO's Professional Subscriptions Account Management team embodies POLITICO's culture, which is defined by grit, total integrity, and a prioritization on innovation.

Our Account Managers focus on providing high-quality customer service while driving revenue through upsells and renewals.


What You'll Do:

• Manage and maintain a volume of clients and accounts in the Growth segment by providing customer service and client success during renewal conversations and upsell opportunities for POLITICO Pro and E&E News.
• Demonstrate skills to accelerate business expansion through high retention rates, upsell, and crosssell of Pro, E&E, and Pro Europe. The Growth team will balance a tailored approach with scalable processes to foster longterm partnerships that drive mutual success.
• Conduct initial meetings with new clients to onboard and train them on how to navigate their dashboard, organize their content, and get the most out of their subscriptions.
• Conduct product walkthroughs with existing and new users to add value to their subscriptions during renewal conversations and various other points.
• Manage your total pool of accounts and clients while leveraging aspirational spend to prioritize your tailored efforts towards where you leverage scalable service, renewal, and growth strategies.
• Grow accounts and research organizations through upselling and additional opportunities in the market and demonstrate a consultative sales approach.
• Partner with an Account Management Associate to hit their monthly meeting goals and support your sales cycles. Alongside the Associate's manager, you will help train and coach, and support them in their career development.

How You'll Do It:

• Manage the Pro and E&E relationship, which means you will be crossselling these products where applicable by getting sharper on our pitches and sales processes.
• Maintain client relationship by following up with anniversary calls, gathering feedback, and keeping clients up to date on product updates and new platforms
• Create accounts plans and have a view on how to grow your accounts by leveraging aspirational spend and a consultative sales approach.
• Employ a resultsoriented customerservice work ethic that renews a $2M+ contract pool to 90%+ renewal and 25%+ growth rates.
• Properly diagnose prospect pain points and recommend how Pro and/or E&E News could be a valuable solution.
• Maintain pipeline through Salesforce and update team lead/manager across various stages of the sales cycle.
• Meet expectations for daily/weekly client activity (calls, inperson meetings, product feedback, event attendance, etc.), consistently meet revenue expectations, and an elevated level of client service delivery.
• Meet weekly with your associate for meeting prep and client updates and feedback.

Team Culture:

The Professional Subscriptions Sales team is constantly striving to learn new skills from each other and from regular team trainings.

We are customer-centric in our approach and thinking about how to better serve our clients while also successfully growing the business.

Our people give their best efforts to hit and work to exceed revenue goals. The team is focused on the collective win and celebrate individual and team success together.

You will be working closely with other members of the sales team as well as our Professional Subscriptions product and marketing teams.

What You'll Need:

• 57+ years of experience in sales and account management, preferably with a SaaS or subscription service product.
• B.A/B.S preferred
• Exposure to Salesforce or other CRMs to manage pipeline
• Proven success in hitting and/or achieving revenue targets and quotas
• Commercial skills and business acumen

We are driven by our values. We are relentless contributors, disruptors, collaborators, and tale