Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Retain and expand a portfolio of corporate research clients in North America within Clarivate’s Academia & Government portfolio.

• Oversee corporate accounts with a focus on retention, growth, and new business initiatives in the eastern United States.

• Transition customers from fragmented licenses to centralized, long-term enterprise and subscription agreements.

• Enhance existing accounts by engaging with teams in research and development, medical affairs, clinical, regulatory, and library and information services.

• Guide opportunities through the phases of discovery, solution development, quoting, negotiation, and closing.

• Cultivate multi-tier relationships with corporate digital library leaders, information professionals, researchers, procurement teams, and executive sponsors.

• Create account plans that include revenue targets, stakeholder maps, and whitespace analysis.

• Utilize usage, renewal, and account data to pinpoint risks and opportunities ahead of renewal dates.

• Conduct business reviews and roadmap discussions that showcase value and strengthen partnerships.

• Align Clarivate solutions with customer research workflows, productivity, compliance, and business outcomes.

• Promote and differentiate A&G solutions across discovery, literature management, content access, analytics, and publishing.

• Collaborate with product, renewal, customer success, education, bid and security, contracts, legal, and finance teams.

• Convey customer insights to guide product development and roadmap priorities.

• Provide accurate forecasts for new business prospects.

• Maintain precise records of accounts, contacts, opportunities, activities, and quotes in Salesforce.

• Navigate procurement processes, vendor onboarding, security assessments, and contract reviews.

• Adhere to A&G pricing, discount, and approval guidelines.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• Demonstrated field sales experience, ideally with corporate or private-sector clients.

• Over 5 years of pertinent sales experience targeting the corporate market.

• Experience managing a substantial account portfolio, balancing renewals, expansion, and new business.

• Capability to build relationships with senior stakeholders, information professionals, and procurement teams.

• Strong skills in negotiation, forecasting, and presentation.

• Established connections with corporate libraries in pharmaceutical, life sciences, biotech, medical device, or corporate medical sectors.

• Experience in selling subscription software, scholarly content, reference management, research analytics, or library technology.

• Proficiency in Salesforce, Microsoft Office, Microsoft Teams, LinkedIn, Power BI, and ZoomInfo.

• Flexibility to assist customers across North American time zones.

🏝️ Benefits

• Full-time, permanent employment.

• Remote work option from the US East Coast.

• Regular travel to customer locations, business reviews, and industry events throughout North America.

• Flexibility to support customers across North American time zones.