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Title
Account Manager, Institutional Sales
Employer
Digital Science
Location
Remote, home office. However, close proximity to our office in New York or Cambridge, MA is preferred
Date Posted
02/07/2014
Description
Digital Science is a technology company that invests in innovative technologies focused on the research area. Digital Science is a business unit of the large multi-national publisher Macmillan Publishers Ltd. Contained within Digital Science are 8 portfolio companies including brands such as Altmetric, BioRAFT, Figshare, LabGuru, Readcube, Symplectic, and UberResearch.

Title: Account Manager
Territory: US/Canada
Reports to: Head of Enterprise Sales North America

Job Objective:

Digital Science’s Account Manager’s are senior level sales specialists with significant experience selling research information or research software products into academic institutions. They have a significant number of established relationships within either the research administration area or the information management (library etc.) area of academic institutions, within their proposed territory. The Account Manager will develop a large network of contacts within academic institutions to 1) promote and develop the understanding of Digital Science as a company and 2) uncover specific opportunities for DS products. They will work closely with Digital Science Product Sales Managers to develop sales opportunities and will manage and facilitate the process through the institution.

Responsible for all sales activities from lead generation through close in their assigned territory, they will implement agreed strategic territory plans to help meet and exceed annual targets. Core focus is on building long-term relationships through the provision of market support and decision guidance in a partnership structure. Achievement of customer satisfaction, revenue generation, and long-term account goals in line with company vision and values.

Responsibilities:

• Achieve annual product sales targets for the specified territory
• Develop strategic territory plan in conjunction with Head of Enterprise Sales North America
• Source, develop, and nurture the client relationships and referrals to the highest standard
• Travel up to 50% of their time within their assigned territory to meet prospects and clients both at their location and at specified conferences and tradeshows
• Attend internal company and team meetings as required
• Assist in the implementation of company marketing plans as needed
• Maintain up to date sales pipeline for forecasting purposes
• Maintain accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within assigned territory, including the use of Salesforce.com to aid internal communication and to maximize territory potential

Specific Competencies:

The Account Manager should have knowledge of:

• the academic Institutional marketplace
• the research process
• the structure and decision making within academic institutions

They should also have one or more of the following:

• Experience of selling products that require the agreement of a range of stakeholders
• Experience of selling in a complex sales process
• Experience of selling information solutions/software (i.e. instead of content)
• Experience of new business generation
• Experience of working within a matrix environment (team selling)

Attitude:

• Inquisitive self starter who can independently implement territory strategies
• A desire to contribute to the development of research through technology
• Comfortable working in a start-up type environment

Job Specifications:

• 5+ years of sales experience in the academic, library, non-profit or government market
• Experience with selling enterprise software solutions to C-level executives
• Excellent verbal and written communication and relationship building skills
• Willingness to travel within territory, minimum of 50%
• Proven ability to achieve sales quotas
• Experience with mainstream CRM preferred
• Field-based role/home-office base.

Apply Now
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