Account Manager Corporate Subscriptions, Applied Research Intelligence

Job Description:

We believe in bold ideas diverse perspectives and the drive to transform knowledge into impact. Here your curiosity fuels progress your voice shapes innovation and your ambition helps redefine whats possible within science and learning. We are a culture that obsesses over impact challenges and drives whats next to power infinite possibilities for our customers colleagues and society at large.

About the Role:

The Corporate Subscription team in Wileys Applied Research Intelligence group is seeking a strategic sales professional responsible for helping the worlds most research-intensive companies build AI-ready knowledge infrastructure using peer-reviewed scientific content.

This role focuses on managing key corporate accounts spanning multiple industries while developing new business opportunities. You will sell complex solutions requiring a consultative and value-driven sales approach to understand customer needs and create tailored proposals to close opportunities.

Primary Responsibilities

Strategic Account Management

• Develop and implement effective territory sales plans to consistently meet and exceed revenue targets uncover customer needs and create and maintain a network of stakeholder relationships across several personas.
• Build comprehensive account strategies that identify cross-sell and upsell opportunities to grow account revenue
• Manage existing account relationships while prospecting for new business opportunities
• Identify key account stakeholders and implement strategies to grow and expand relationships
• Create data-driven strategies to successfully reach new business opportunities

Sales Process & Negotiation

• Apply a structured solution selling methodology including rigorous discovery business case development and multi-threaded stakeholder management to progress complex deals from qualification through close
• Build compelling commercial proposals that connect the customers AI or research workflow challenge to a specific Wiley solution with clear articulation of ROI and risk mitigation
• Execute data-driven negotiation processes and facilitate conversations to drive stakeholder consensus
• Demonstrate skilled negotiation abilities to close business by utilizing solutions from across the product portfolio
• Forecast and effectively manage pipeline in CRM systems following established sales processes
• Analyze data to support successful agreement outcomes

Customer Relationship Management

• Act as the primary point of contact for assigned accounts and clients
• Maintain regular contact with clients to understand their goals and objectives
• Use a consultative and value selling approach to suggest appropriate solutions
• Proactively seek to understand customers needs and develop proposals accordingly
• Partner with Customer Success to ensure customers derive measurable value from Wiley collaboration
• Deliver exceptional customer service consistently exceeding customer expectations

Market & Customer Intelligence

• Complete in-depth customer research leveraging various sources to understand customer needs
• Seek out market insights and trends to inform sales strategies
• Use research to tailor outreach and plan for customer meetings
• Stay current on competitor sales and licensing approaches
• Represent Wiley at targeted industry conferences and customer events
• Stay up-to-date with new trends in the industry

Cross-Functional Collaboration

• Work with cross-functional teams (Marketing Product Customer Success) to develop complex solutions including bespoke solutions where standard offerings require adaptation
• Ability to deliver high-stakes presentations to drive value message while addressing customer needs and budget concerns.
• Communicate with legal on consistent basis to unlock work streams to move agreements through proper stages.
• Demonstrate high attention to detail when completing projects
• Contribute and share insights and ideas with team members and other internal stakeholders
• Exhibit strong leadership with sales and marketing colleagues

Qualifications

Experience

• 3 years of B2B sales experience with demonstrable success selling complex multi-stakeholder solutions to corporate clients in a research-intensive sector (pharma biotech chemicals engineering or adjacent)
• Proven track record selling to corporate clients particularly in research-intensive industries
• Experience handling artificial intelligence applications in research and corporate environments
• Proven experience in account management and business development
• Proven record of strong sales results against quarterly and annual targets
• Background in management consulting scientific advisory or a customer-facing solutions architect role where diagnosing complex organizational problems preceded any commercial recommendation is desirable

Existing knowledge of R&D workflows in pharma drug discovery materials science food regulatory science industrial chemicals or other relevant industry

Skills & Abilities

• Ability to self-motivate and work on own initiative and/or as part of a team
• Creative and innovative thinking…