Account Manager - Corporate Subscriptions, Applied Research Intelligence

Wiley Global Technology • Hoboken, NJ

5d • Hybrid

About The Position

The Corporate Subscription team in Wiley's Applied Research Intelligence group is seeking a strategic sales professional responsible for helping the world's most research-intensive companies build AI-ready knowledge infrastructure using peer-reviewed scientific content. This role focuses on managing key corporate accounts spanning multiple industries while developing new business opportunities. You will sell complex solutions, requiring a consultative and value-driven sales approach to understand customer needs and create tailored proposals to close opportunities.

Requirements

• 5+ years of experience selling and managing complex customer solutions, either in publishing or a relevant customer industry
• Proven track record selling to corporate clients, particularly in research-intensive industries
• Experience handling artificial intelligence applications in research and corporate environments
• Proven experience in account management and business development
• Proven record of strong sales results against quarterly and annual targets
• Ability to self-motivate and work on own initiative and/or as part of a team
• Creative and innovative thinking with ability to embrace change
• Strategic perspective that goes beyond short-term gains
• Problem-solving ability to manage complex sales processes
• Strong interpersonal and communication skills
• Ability to confidently communicate and present internally and externally
• Sales-oriented mindset to achieve financial targets
• Ability to work in cross-functional groups

Nice To Haves

• Willingness to travel (up to 30%)

Responsibilities

• Develop and implement effective territory sales plans to consistently meet and exceed revenue targets, uncover customer needs and create and maintain a network of stakeholder relationships across several personas.
• Build comprehensive account strategies that identify cross-sell and upsell opportunities to grow account revenue
• Manage existing account relationships while prospecting for new business opportunities
• Identify key account stakeholders and implement strategies to grow and expand relationships
• Create data-driven strategies to successfully reach new business opportunities
• Influence customers with a value-driven approach throughout the sales process
• Execute data-driven negotiation processes and facilitate conversations to drive stakeholder consensus
• Demonstrate skilled negotiation abilities to close business by utilizing solutions from across the product portfolio
• Forecast and effectively manage pipeline in CRM systems, following established sales processes
• Analyze data to support successful agreement outcomes
• Act as the primary point of contact for assigned accounts and clients
• Maintain regular contact with clients to understand their goals and objectives
• Use a consultative and value selling approach to suggest appropriate solutions
• Proactively seek to understand customers' needs and develop proposals accordingly
• Partner with Customer Success to ensure customers derive measurable value from Wiley collaboration
• Deliver exceptional customer service, consistently exceeding customer expectations
• Complete in-depth customer research, leveraging various sources to understand customer needs
• Seek out market insights and trends to inform sales strategies
• Use research to tailor outreach and plan for customer meetings
• Stay current on competitor sales and licensing approaches
• Represent Wiley at targeted industry conferences and customer events
• Stay up-to-date with new trends in the industry
• Work with cross-functional teams (Marketing, Product, Customer Success) to develop complex solutions, including bespoke solutions where standard offerings require adaptation
• Ability to deliver high-stakes presentations to drive value message while addressing customer needs and budget concerns.
• Communicate with legal on consistent basis to unlock workstreams to move agreements through proper stages.
• Demonstrate high attention to detail when completing projects
• Contribute and share insights and ideas with team members and other internal stakeholders
• Exhibit strong leadership with sales and marketing colleagues

Benefits

• meeting-free Friday afternoons allowing more time for heads down work and professional development
• robust body of employee programing we facilitate 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: Senior
• Education Level: No Education Listed