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About the role
- Manage a portfolio of 100-150 accounts with responsibility for revenue targets and renewal rates
- Develop and execute strategic account plans, setting goals and revisiting strategies throughout the year
- Analyze customer usage data and performance trends to understand account health and proactively address issues
- Renew and renegotiate agreements, managing paperwork and compliance requirements
- Identify and pursue cross-selling opportunities based on institutional research needs, with a focus on non-journal products
- Research customer organizations to understand their strategies and tailor solutions to their specific needs
- Build and expand relationships with key stakeholders at client organizations
- Execute data-driven negotiations that deliver successful agreement outcomes
- Maintain accurate records in CRM systems and provide regular forecasting
- Collaborate with cross-functional teams including customer success, sales operations, and editorial
- Represent the company at industry conferences and events
Requirements
- Fluent Italian and English
- 3-5 + years of experience hitting targets and managing strategic accounts, or working in support of sales colleagues hitting targets
- Experience in complex selling situations
- Ability to diagnose institutional subject-level research and teaching needs
- Ability to identify and manage cross-selling opportunities
- Strong email/written communication skills
- Ability to work independently and manage one's own book of business
- Proven success in exceeding goals using a consultative approach
- Experience of Microsoft products including Excel, Word & Powerpoint
- 4-year undergraduate degree (preferred)
- Experience with Salesforce & PowerBI
Benefits
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
account managementstrategic planningdata analysisnegotiationcross-sellingconsultative sellingCRM managementforecastingMicrosoft ExcelSalesforce
Soft skills
communicationrelationship buildingindependenceproblem-solvinggoal-orientedadaptabilitycollaborationorganizational skillsanalytical thinkingcustomer focus