Account Manager
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Job Description
Clarivate account manager retaining and expanding corporate research customers across its A&G portfolio. Managing enterprise subscriptions, renewals, sales cycles and strategic customer relationships.
Responsibilities:
- Retain and grow a portfolio of North American corporate research customers across Clarivate’s Academia & Government portfolio
- Manage corporate accounts with responsibility for retention, expansion and new business focused on the eastern United States
- Move customers from fragmented licenses to centralized, multi-year enterprise and subscription agreements
- Expand existing accounts by engaging research and development, medical affairs, clinical, regulatory, and library and information services teams
- Lead opportunities through discovery, solution development, quoting, negotiation and close
- Build multi-level relationships with corporate digital library leaders, information professionals, researchers, procurement and executive sponsors
- Develop account plans with revenue objectives, stakeholder maps and whitespace analysis
- Use usage, renewal and account data to identify risks and opportunities before renewal dates
- Lead business reviews and roadmap discussions demonstrating value and strengthening partnerships
- Connect Clarivate solutions to customer research workflows, productivity, compliance and business outcomes
- Position and differentiate A&G solutions across discovery, literature management, content access, analytics and publishing
- Partner with product, renewal, customer success, education, bid and security, contracts, legal and finance teams
- Share customer feedback to inform product development and roadmap priorities
- Provide accurate forecasts for new business opportunities
- Maintain accurate accounts, contacts, opportunities, activities and quotes in Salesforce
- Navigate procurement, vendor onboarding, security assessments and contract review
- Operate within A&G pricing, discount and approval guidelines
Requirements:
- Bachelor’s degree or equivalent experience
- Proven field sales experience, preferably with corporate or private-sector customers
- 5+ years of relevant sales experience selling into the corporate market
- Experience managing a large account portfolio, balancing renewals, expansion and new business
- Ability to build relationships with senior stakeholders, information professionals and procurement teams
- Strong negotiation, forecasting and presentation skills
- Existing relationships with corporate libraries in pharmaceutical, life sciences, biotech, medical device or corporate medical organizations
- Experience selling subscription software, scholarly content, reference management, research analytics or library technology
- Proficiency with Salesforce, Microsoft Office, Microsoft Teams, LinkedIn, Power BI and ZoomInfo
- Flexibility to support customers across North American time zones
Benefits:
- Full-time, permanent employment
- Remote work from the US East Coast
- Regular travel to customer sites, business reviews and industry events across North America
- Flexibility to support customers across North American time zones
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