Account Based Marketing Specialist - Consumer Healthcare

Wiley Global Technology • Hoboken, NJ

4d

About The Position

The Account Based Marketing Manager will own the account-based marketing programs that drive retention, expansion, and cross-sell/upsell revenue within Wiley's highest-value existing accounts across Life Sciences, Pharma, and Health verticals. This role is the execution engine for Wiley's ambition to access long buying cycles and complex stakeholder environments.

Requirements

• Bachelor’s degree in marketing, Business, or related fields
• 5+ years B2B marketing experience, with minimum 3 years dedicated ABM experience in a complex, long-cycle sales environment — data/analytics, SaaS, or professional services strongly preferred
• Demonstrable experience running one-to-one ABM programs for accounts with $1M+ revenue potential — not just one-to-many account-based advertising
• Proven track record of engaging C-suite and senior commercial buyers, not just practitioner-level contacts
• Experience working alongside a commercially focused sales team with joint pipeline accountability
• Proficient in: Salesforce (required), ZoomInfo or equivalent intent data platform, LinkedIn Campaign Manager, Power BI, marketing automation (Marketo/HubSpot equivalent)
• Strategic account intelligence — able to research, map, and interpret an account's business priorities, buying structure, and decision timeline; does not rely on generic persona profiles
• Long-cycle patience with short-cycle urgency — understands balance between decisions that can take 2–3 years to mature, but drives daily commercial momentum within that arc
• Commercial acumen — connects ABM activity directly to pipeline and revenue; can discuss expansion targets, deal size, and conversion rates fluently with sales team
• Outcome-based copywriting — writes executive-level account communications, prospecting emails, and content briefs focused on business outcomes, not product features
• Cross-functional influence — able to align Sales, Content Marketing, Product Marketing, Events, and Revenue Ops around a shared account plan without direct authority
• Data-driven iteration — adapts program approach based on engagement signals and pipeline data; does not run the same program repeatedly without optimization.
• AI tool literacy — adopts AI tools for account research, personalization, and content adaptation

Responsibilities

• Owns the ABM target account universe across Consumer Health verticals — from initial TAM scoping down to a prioritized set of 40–50 critical accounts for one-to-one and one-to-few engagement
• Builds and maintains account scoring framework covering strategic fit, revenue opportunity, growth potential, and engagement signals — ensuring resources focus on accounts with highest expansion potential
• Maps full stakeholder landscape within each named account: economic buyers, influencers, end users, and new personas for cross-sell (e.g. CMOs, Chief Data/Insights Officers, Regulatory Affairs leaders)
• Plans ABM programs 18–24 months ahead of anticipated decision or renewal cycles
• Designs and executes integrated one-to-one programs for highest-value named accounts with fully customized messaging, outreach sequences, and content
• Develops one-to-few cluster programs for accounts with shared vertical characteristics (e.g. pharma companies with active COA or drug development mandates)
• Builds always-on account engagement programs — replacing reactive, event-triggered outreach with sustained multi-channel presence across email, LinkedIn, direct outreach, events, and content
• Ensures all account communications maps explicitly to the account's known business priorities, messaging must be outcome-led (e.g. drug approval speed, trial cost reduction, research ROI)
• Integrates events into ABM journeys as touchpoints — with pre/during/post event sequences
• Works in tight daily alignment with commercial sales team — attends pipeline reviews, contributes to account planning sessions, and co-owns account expansion targets
• Partners with business development and field sales on new business development opportunities within existing account relationships
• Champions ABM methodology and performance across both Marketing and Sales leadership — building understanding and buy-in for the long lead times ABM requires
• Provides regular account-level reporting to commercial leadership: engagement trends, pipeline influence, and expansion opportunity signals
• Works closely with Content Marketing to brief and deploy account-specific content assets — including case studies, white papers, webinars, and executive engagement pieces
• Adapts Wiley's core commercial narratives (Applied Research Intelligence, Audience Solutions, COA) into account-specific messaging that speaks to individual account's strategic context
• Ensures content deployed in ABM programs shifts to business outcome framing — targeting buyer personas (CMOs, Chief Data Officers)
• Identifies and fills content gaps per account: demo environments, case studies, and ROI evidence are currently missing for key verticals
• Uses Salesforce as the primary account intelligence and activity tracking platform — segments by job title, domain, account intent, and engagement history
• Leverages tools for contact database expansion, persona identification, and intent signal monitoring within target accounts
• Tracks account engagement, marketing-influenced pipeline, and expansion revenue
• Monitors and reports account-level MQL progression, pipeline influence, and revenue attribution monthly
• Continuously refines account scoring and program approach based on performance data — building a scalable framework.

Benefits

• Meeting-free Friday afternoons allowing more time for heads down work and professional development
• Robust body of employee programming facilitating a wide range of opportunities to foster community, learn, and grow
• Competitive compensation
• Comprehensive benefits package

What This Job Offers

• Job Type: Full-time
• Career Level: Manager