Account & Relationship Manager

Wolters Kluwer•Minneapolis, MN

About The Position

Basic Function The Account & Relationship Manager is a quota-carrying team member responsible for building and maintaining effective long-term relationships with customers across industries to create demand for our products and services. Essential Duties & Responsibilites Researches and gathers information on current customers and their needs. Monitors and interprets product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a Sales Rep to cross-sell. Develops customer relationships for an assigned book of accounts with primary focus on improving product use/adoption, executing renewals, up-selling business and direct sales within existing product lines. Adheres to defined onboarding and training processes to effectively promote customer adoption of CS offerings. Adheres to defined sales methodology and sales processes to execute renewal and up-sell opportunities. Identifies leads for cross-sell opportunities and share them with Sales Reps to pursue. Directly sells products within the existing customer base. Collaborates with Account Executive to complete annual account reviews with customers to facilitate customer retention. Works with Account Executive to transition customers from contract-signing to post-sale support with a Customer Success Specialist. For high strategic opportunities, works with Account Executive, Technical Sales, and Sales Support to pursue and close opportunities for Compliance Solutions products at customer accounts. Maintains a clean and accurate pipeline in CRM Other Duties Performs other duties as assigned by sales leadership Performance Metrics Individual quota attainment ($/%); achievement of renewal target and up-sell targets Customer adoption target attainment: improvements in customer adoption of current portfolios (month over month or quarter over quarter) Number of leads identified and communicated to Account Executive Customer satisfaction scores and retention rates Completion of assigned product trainings and other required learnings for professional development Job Qualifications Education: Bachelor’s degree or equivalent job-related experience Experience: 5 years of B2B commissioned sales or equivalent. Experience in Account Management, Sales, Technology Training, or renewal sales. Experience in the financial services, or lending compliance industries. Other Knowledge, Skills, Abilities or Certifications: Data analysis skills and ability to derive insights that drive next steps or actions required. Account Management (general knowledge of customer's business, stakeholders, product portfolio). Communicate effectively in both face-to-face and virtual selling environments. Interpersonal skills, ability to build stakeholder relationships. Team effectively with other internal teams including Sales, Sales Support stakeholders. Stay organized and manage multiple priorities at once across multiple customer accounts. Cross-sell, up-sell, or pursue renewal transactions with customers Professional demeanor in oral and written communications Passion and ability to learn new CS offerings quickly. Self-motivated; proactive and perseverant mindset. General product and application knowledge. Travel Requirements 1 – 2 trips annually to attend sales meetings. Other business travel as required. Our Interview Practices To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process. Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process. Compensation: $52,300.00 - $89,350.00 USD This role is eligible for Commission. Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. Additional Information: Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request. If making a difference matters to you, then you matter to us. Join us, at Wolters Kluwer, and be part of a dynamic global technology company that makes a difference every day. We’re innovators with impact. We provide expert software and information solutions that the world’s leading professionals rely on, in the moments that matter most. You’ll make a real difference in the lives of millions of people. Together with our customers, we help to advance sustainability, health, justice, prosperity, and commerce around the world. You can thrive at Wolters Kluwer, where diversity is core to our collective strength and high performance. Be your unique self, share your creative ideas, do your best work, and take time to grow in our caring and inclusive culture where you can belong. Wolters Kluwer reported 2023 annual revenues of €5.6 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 21,400 people worldwide. Our customers work in industries which impact the lives of millions of people every single day. Our mission is to empower our professional customers with the information, software solutions, and services they need to make critical decisions, achieve successful outcomes, and save time. Our expert solutions combine deep domain knowledge with technology to deliver both content and workflow automation to drive improved outcomes and productivity for our customers. We are committed to helping professionals improve the way they do business and solve complex problems with our range of digital solutions and services, which we continuously evolve to meet their changing needs. Our 188-year legacy and portfolio represent thousands of customers worldwide. For more information about our solutions and organization, visit www.wolterskluwer.com, follow us on Twitter, Facebook, and LinkedIn. Wolters Kluwer has a dedicated team of experienced talent acquisition professionals who are ready to hear what makes you tick and share how Wolters Kluwer can help you achieve your goals and ambitions. Here Rasi Fawaz shares some tips on what recruiters are looking for on a resume. As a global organization, we recognize that solving a wide range of complex problems requires diverse perspectives and innovative thinking. We know that bringing our best to our customers, communities, and other key stakeholders requires a highly engaged and talented workforce – one that represents the diversity of those we serve and the communities where we live and work. We aim to provide a welcoming environment and equitable opportunities for all employees regardless of background, nationality, race, ethnicity, gender, gender identity, age, sexual orientation, marital status, disability, or religion. This principle is ingrained in our company values and articulated in our Code of Business Ethics. At Wolters Kluwer, you’ll feel valued for your contributions, and you’ll know that your health, safety, and well-being are important to us. Our well-being benefits provide tools, programs, and resources to help our diverse employees feel healthy, happy, safe, and prosperous. In 2024 we were awarded Ragan’s Top Places to Work for Employee Wellbeing: Large Organization, in recognition of our commitment to maintaining and enhancing the well-being of our colleagues through our ‘Together we thrive’ well-being program. To ensure we continue to drive innovation that enables us to develop products and services to best serve our customers, we cultivate a workplace culture rooted in mutual respect, bringing forward insights from a wide range of backgrounds, perspectives, and experiences. We are also committed to complying with laws requiring equal opportunity in hiring, promotion, and other employment decisions. All qualified applicants will receive consideration without regard to race, color, religion, sex (including pregnancy, gender identity, transgender status, and sexual orientation), national origin, disability, age, genetic information, veteran status, or any other characteristic protected by applicable law, and we do not tolerate discrimination on any of these bases. GDPR Careers Privacy and Cookies Wolters Kluwer (“we” or “us”) wants to inform you about the ways we process your personal information. In this Privacy & Cookie Notice we explain what personal information we collect, use and disclose. You'll find details related to GDPR and other data privacy policies on our Careers Privacy and Cookies page.

Requirements

Bachelor’s degree or equivalent job-related experience
5 years of B2B commissioned sales or equivalent.
Experience in Account Management, Sales, Technology Training, or renewal sales.
Experience in the financial services, or lending compliance industries.
Data analysis skills and ability to derive insights that drive next steps or actions required.
Account Management (general knowledge of customer's business, stakeholders, product portfolio).
Communicate effectively in both face-to-face and virtual selling environments.
Interpersonal skills, ability to build stakeholder relationships.
Team effectively with other internal teams including Sales, Sales Support stakeholders.
Stay organized and manage multiple priorities at once across multiple customer accounts.
Cross-sell, up-sell, or pursue renewal transactions with customers
Professional demeanor in oral and written communications
Passion and ability to learn new CS offerings quickly.
Self-motivated; proactive and perseverant mindset.
General product and application knowledge.

Responsibilities

Researches and gathers information on current customers and their needs.
Monitors and interprets product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a Sales Rep to cross-sell.
Develops customer relationships for an assigned book of accounts with primary focus on improving product use/adoption, executing renewals, up-selling business and direct sales within existing product lines.
Adheres to defined onboarding and training processes to effectively promote customer adoption of CS offerings.
Adheres to defined sales methodology and sales processes to execute renewal and up-sell opportunities.
Identifies leads for cross-sell opportunities and share them with Sales Reps to pursue.
Directly sells products within the existing customer base.
Collaborates with Account Executive to complete annual account reviews with customers to facilitate customer retention.
Works with Account Executive to transition customers from contract-signing to post-sale support with a Customer Success Specialist.
For high strategic opportunities, works with Account Executive, Technical Sales, and Sales Support to pursue and close opportunities for Compliance Solutions products at customer accounts.
Maintains a clean and accurate pipeline in CRM
Performs other duties as assigned by sales leadership