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Senior Account Manager

2 months ago

Alexandria, United States Clarivate Analytics US LLC Full time

We have an exciting opportunity available for a Senior Account Manager. You will lead and coordinate sales activity for an assigned territory (US Public Sector Accounts), utilizing expertise and other resources such as Product sales managers, Renewal Account managers, Customer Success, Solution Consulting, and Field marketing teams to meet and exceed sales targets. This individual draws on deep product, sales, and Company knowledge to develop others and lead key projects. 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

  • Bachelor's degree OR equivalent work experience
  • 7 years of Sales experience, with a proven track record of initiating and managing complex, high value, strategic accounts and generating new business.
  • 7 years of experience working with federal procurement procedures and contract vehicles.
  • 7 years of experience effectively utilizing SalesForce.com as well as other software tools relevant to the role, and adhere to assigned sales methodology
  • 7 years of experience with a proven track record of initiating and managing complex, high value, strategic accounts and generating new business.
  • Ability to travel nationally and internationally

It would be great if you also had....

  • Deep knowledge of Clarivate business, clients and products, with ability to clearly and compellingly articulate value proposition for products and respond to inquiries about product functionality
  • Proven ability to select, coach and develop top talent
  • Ability to assess the sales process and request participation from executives when required
  • Ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data, and ability to accurately forecast, as well as generate and report on key sales metrics
  • Strong interpersonal skills, with ability to professionally build and maintain strong relationships with a diverse blend of personalities and levels of authority to reach resolution
  • Workingknowledgeof formalizedsalestechniques and methodologies (i.e.: Challenger, Miller Heiman) relevant to the industry
  • Strong sales negotiation skills at every level of client organizations, with experience influencing and selling to the executive-level decision maker
  • Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, and related software relevant to the role
  • Advanced degree in Library Science or related field
  • Security Clearance
  • Certifications pertinent to the sales profession

What will you be doing in this role?...

  • Own the assigned territory and individual account plan coordination, working closely with product specialists, trainers, and renewal teams to an overall account to grow longterm revenue
  • Influence and motivate others in a matrixed sales organization 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 the overall health of the account; coordinating routine checkpoints, handling business reviews, participating in new product roadmap discussions, and engaging in client meeting
  • 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 SalesForce.com in order to ensure collaboration and full communication
  • Coach and develop designated team member(s) to achieve or exceed their monthly/quarterly/annual sales objectives
  • Manage third party relationships with federal consultants and resellers
  • Provide support to sales leadership in forecasting, win/loss analysis, key deals, and other metrics
  • Handle special assignments within sales, including those focused on developing and managing complex, high value high value strategic accounts or consortia

About the team

You will be working within an established account management team, dedicated to managing the relationship between Clarivate and our federal agency partners. Through a consultative approach, we provide research, content, and technology solutions to our customers in North America. It is a fast-paced, customer facing position, requiring excellent relationship and communication skills.

Hours of Work

  • Full time, permanent
  • Although duties are typically performed during normal business hours,off-hours work/on-call shifts may be required to meet customer and/or business needs.
  • Must be willing to travel 50% of the time domestically and/or internationally

Clarivate is an Equal Opportunity Employer Vets/Minorities/Women/Disabled