Account Manager

About You - experience, education, skills, and accomplishments

• Bachelor's degree or equivalent experience
• Proven field sales experience, preferably with corporate or private-sector customers
• 5+ years of relevant sales experience, selling into the corporate market
• Experience managing a large account portfolio, balancing renewals, expansion and new business
• Ability to build relationships with senior stakeholders, information professionals and procurement teams
• Strong negotiation, forecasting and presentation skills

It would be great if you also have

• Existing relationships with corporate libraries in pharmaceutical, life sciences, biotech, medical device or corporate medical organizations
• Experience selling subscription software, scholarly content, reference management, research analytics or library technology
• Proficiency with Salesforce, Microsoft Office, Microsoft Teams, LinkedIn, Power BI and ZoomInfo

What will you be doing in this role?

• Manage a portfolio of North American corporate accounts, with responsibility for retention, expansion and new business focused on the eastern part of the United States.
• Move customers from fragmented, individually purchased licenses to centralized, multi-year enterprise and subscription agreements.
• Expand within existing accounts by engaging research and development, medical affairs, clinical, regulatory and library and information services teams.
• Lead opportunities through the full sales cycle, from discovery and solution development to quoting, negotiation and close.
• Build trusted, multi-level relationships with corporate digital library leaders, information professionals, researchers, procurement and executive sponsors.
• Develop account plans with clear revenue objectives, stakeholder maps and whitespace analysis.
• Use usage, renewal and account data to identify risks and opportunities well ahead of renewal dates.
• Lead regular business reviews and roadmap discussions that demonstrate value and strengthen long-term partnerships.
• Connect Clarivate solutions to customer research workflows, productivity, compliance and business outcomes.
• Position the right combination of A&G solutions across discovery, literature management, content access, analytics and publishing.
• Differentiate Clarivate solutions from competitors and from free or fragmented alternatives.
• Explain pricing and annual increases in terms of product value and customer outcomes.
• Partner with product teams, product sales managers and renewal account managers to retain and grow each A&G business unit within the portfolio.
• Work with customer success, customer education, bid and security, contracts, legal and finance teams to meet customer requirements.
• Share customer feedback to inform product development and roadmap priorities.
• Provide accurate forecasts for all new business opportunities.
• Maintain accurate accounts, contacts, opportunities, activities and quotes in Salesforce.
• Navigate corporate procurement, vendor onboarding, security assessments and contract review.
• Operate within A&G pricing, discount and approval guidelines.