Senior Account Manager
Wayside Publishing
full-time
Posted on:
Location Type: Remote
Location: Remote • California, Oregon, Washington • 🇺🇸 United States
Visit company websiteSalary
💰 $75,000 - $90,000 per year
Job Level
Senior
About the role
- Develop and implement strategic account plans for key customers within your territory, identifying opportunities for expansion, retention, and long-term partnership.
- Understand client goals, district initiatives, budgetary constraints, and timelines to offer tailored solutions aligned with customer success.
- Maintain deep familiarity with district procurement processes, funding cycles, and state-specific adoption requirements.
- Collaborate with the adoptions team to monitor legislation, market trends, and best practices that impact client decisions and procurement cycles.
- Build and nurture strategic relationships with clients through regular communication, site visits, and stakeholder meetings.
- Serve as a trusted advisor, helping clients navigate challenges and ensuring their satisfaction with Wayside Publishing’s products and services.
- Act as a subject matter expert and mentor to junior Account Managers.
- Lead by example in customer engagement, opportunity management, and strategic account planning.
- Share insights, best practices, and lessons learned from the field to help shape team knowledge and approach.
- Work cross-functionally with Marketing, Product Development, Customer Support, and Adoptions teams to ensure alignment and success for assigned accounts.
- Facilitate feedback loops and advocate for client needs to influence product offerings and company strategy.
- Conduct face-to-face meetings with prospective and existing clients.
- Schedule appointments, perform cold calls, and present Wayside’s world language product offerings in person.
- Prepare and present detailed proposals that outline solutions, timelines, and pricing.
- Negotiate terms and handle objections to close sales with mutually beneficial outcomes.
- Maintain accurate records of client interactions, sales activity, and performance metrics using Salesforce.
- Generate reports and analyze trends to assess territory growth, client retention, and pipeline health.
- Represent the voice of the customer internally, ensuring feedback and evolving needs are communicated to product and leadership teams.
- Advocate for customer success throughout the lifecycle of the account.
- Identify new business opportunities within both existing and potential accounts to drive revenue growth and market share.
- Travel approximately 50% of the time, adhering to the company’s travel guidelines.
Requirements
- Bachelor's degree in business, education, or a related field.
- Minimum 6 years of proven experience as an Account Manager or in a similar client-facing role, preferably in a B2B environment.
- Strong understanding of the K-12 education market, including adoption cycles, funding mechanisms, and procurement processes.
- Experience with state-specific adoption cycles, including the ability to collaborate with adoptions and product teams to ensure alignment with state standards.
- Demonstrated ability to meet or exceed sales goals and revenue targets.
- Strong leadership and mentoring abilities, with a collaborative, team-first attitude.
- Strong business acumen and sales process understanding with a results-oriented mindset.
- Excellent interpersonal, communication, and relationship-building skills, especially with senior-level stakeholders and district decision-makers.
- Demonstrated ability to manage multiple large accounts while mentoring junior team members.
- Strategic thinker with strong problem-solving and negotiating skills and the ability to manage complex accounts.
- Skilled at managing a dynamic schedule, prioritizing tasks, and navigating independently while traveling.
- Proficiency in CRM systems such as Salesforce and MS Office tools.
- Valid driver's license and willingness to travel extensively within the assigned territory.
Benefits
- Health insurance with options for dental, vision, life insurance, and more.
- Retirement savings plan with employer contribution.
- Employer-paid STD and LTD policies.
- Paid holidays.
- Work/life balance as a company value.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
account managementsales processnegotiatingproposal preparationtrend analysisclient retentionrevenue growthbusiness developmentstrategic account planningproblem-solving
Soft skills
leadershipmentoringinterpersonal skillscommunication skillsrelationship-buildingcollaborationstrategic thinkingresults-oriented mindsettime managementadaptability