Account Manager/Sales Specialist

Aquifer, Inc•Hanover, NH

12d

About The Position

Aquifer's goal is to empower learners to become the clinicians they imagined themselves to be through online education that serves to dramatically lower the cost of health professions education. We are a virtual learning company with a 98% market share in medical education, and a growing presence in physician assistant and nurse practitioner education. Our pedagogy is the product of the nation's leading medical educators working together to help students acquire core knowledge, clinical reasoning skills and other cognitive competencies. More than 70,000 students complete over 1,000,000 Aquifer cases annually. Position Summary We’re seeking a strategic, relationship-focused Account Manager to lead client growth and retention across a portfolio of education institutions. In this role, you will serve as a trusted adviser to medical, physician’s assistant and nurse practitioner faculty and administrators, helping them achieve their curricular goals and improve student learning outcomes through Aquifer’s platform. You’ll manage both expansion within existing clients and new growth opportunities across your named accounts. Success in this role means improving curricular and learner outcomes by helping our clients across the program’s enterprise to get the most out of Aquifer – and renewing year after year because of it. You will grow our business within our base of existing accounts and a targeted list of new accounts.

Requirements

5+ years of software/technology account management or sales experience.
“Hunter and Farmer” mentality with a proven record of revenue growth and client retention success.
Outstanding communication, consultative selling and relationship-building skills with diverse stakeholders (external and internal).
Strong business acumen and accountability with a data-informed approach to client health and expansion.
Motivated by a high-touch customer focus, sense of urgency and a drive for results.
Facile at leveraging a CRM system (HubSpot) and data tools to execute a robust portfolio management.

Nice To Haves

Experience working with academic institutions or health professions education is a plus.
Experience implementing and using AI tools to support effective account management and customer relationships is a plus.

Responsibilities

Own a portfolio of 80-100 educational institution accounts (‘programs’) serving as the primary point of contact and engagement.
Ensure effective account activation and onboarding of new and renewing customers.
Analyze account health, enterprise product usage and user engagement data to uncover risks and opportunities.
Collaborate with Curriculum Services and Product Team to support effective program-wide adoption and use of Aquifer’s solutions.
Conduct strategic Quarterly Business Reviews (QBRs) with program contact to ensure alignment of Aquifer solutions with evolving program goals.
Drive annual contract renewals and prevent churn through proactive relationship management across the program.
Identify and close upsell and cross-sell opportunities
Target and win net-new institutional business through outbound sales efforts.
Provide complete weekly pipeline reporting and funnel management in accordance with forecasting cadence.
Maintain detailed client records within the CRM (HubSpot).
Collaborate effectively across internal cross-functional teams.