We are looking for a Senior Account Manager to join our Academia & Government (A&G) team in Australia. The Senior Account Manager leads and coordinates sales activity for an assigned territory, utilizing expertise and other resources such as product specialists, client relationship managers and field marketing teams to meet and exceed sales targets. This individual draws on deep product, sales, and Company knowledge to develop others and lead key projects. This is an amazing opportunity to work on Clarivate’s dynamic suite of products and services in the A&G market, specifically Universities, Faculty, Research Offices and other Government Departments.
About You – experience, education, skills, and accomplishments:
Bachelors’ degree plus at least 7 years’ related experience, or equivalent combination of education and experience. Deep knowledge of Clarivate business, clients, and products, with ability to clearly and compellingly articulate value proposition for products and respond to inquiries about product functionality. Proven track record of initiating and managing complex, high value, strategic accounts and generating new business. Strong sales negotiation skills at every level of client organizations, with experience influencing and selling to the executive-level decision maker. Proven ability to select, coach and develop top talent. Ability to assess the sales process and request participation from executives when required. Ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data, and ability to accurately forecast, as well as generate and report on key sales metrics. Strong interpersonal skills, with ability to professionally build and maintain strong relationships with a diverse blend of personalities and levels of authority to reach resolution. Demonstrated ability to effectively utilize SalesForce.com as well as other software tools relevant to the role and adhere to assigned sales methodology. Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, and related software relevant to the role. Ability to travel nationally and internationally. It would be great if you are . . .
Ambitious self-starter with high energy and motivation Ability to work independently and as part of a team in a fast-paced, changing environment. Collaborative in approach and able to work well in a matrix environment. Assimilates new information quickly and able to apply this knowledge to drive sales. Flexible and adaptable with a strong desire to learn and develop in a constantly evolving organisation. What will you be doing in this role?
Owns the assigned territory and individual account plan coordination, working closely with product specialists, trainers, and renewal teams to develop an overall account plan to grow long term revenue. Influences and motivates others in a matrixed sales organization to support and drive towards shared goals. Focuses on new and renewal business as part of expanding Clarivate’s footprint within the account; typically serves as primary point to engage client. Leverages unique relationships with influencers and decision makers to support lead generation and sales activity. Leads Request for Proposal (RFP) coordination and development as needed; seeking opportunities to unite multiple RFP or current investments and collaborating with product specialists as appropriate. Manages full portfolio forecast (renewals and new business) including specialty products and content; works closely with product specialist and support teams to ensure forecast accuracy. Leads content demonstrations, engaging product specialists as appropriate for product-specific demonstrations. Manages the overall health of the account; coordinating routine checkpoints, handling business reviews, participating in new product roadmap discussions, and engaging in client meetings. Ensures client satisfaction and issues are resolved; relying on product specialists to drive specialty product issues and working with colleagues in customer services and technical support. Provides field-based support – traveling with the designated team member(s) to help in advancing sales opportunities to closure. About the Team
The A&G Field Sales team help our customers make confident data driven decisions to drive research excellence, empower student achievement and maximize return on library investment. The Account manager will interact and work with a large team and will work cross-functionally with product sales managers, Renewal account manager, customer success consultant, presales consultant, regional marketing support, product managers and more. The teams you will be working with are located across the ANZ region.
Hours of Work
This is a full-time permanent position with normal working hour.
At Clarivate, we are committed to providing equal employment opportunities for all persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.
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