Senior Account Manager

September 15

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Clarivate

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Scientific and academic research, patent analytics and regulatory standards, pharmaceutical and biotech intelligence, trademark protection, domain brand protection, intellectual property management. • Life science research • Patent analytics • Regulatory Standards • Technology

10,000+

Description

• Own the assigned territory and individual account plan coordination, working closely with product specialists, trainers, and renewal teams to an overall account to grow long term 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

Requirements

• 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 • 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 • Working knowledge of formalized sales techniques 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