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 what’s possible within science and learning. We are a culture that obsesses over impact, challenges, and drives what’s next to power infinite possibilities for our customers, colleagues and society at large.
About the Role:
The Corporate Subscription team in Wiley 's Applied Research Intelligence group is seeking a strategic sales professional responsible for helping the world's 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
- Influence customers with a value-driven approach throughout the sales process
- 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 workstreams 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
- 5+ years of experience selling and managing complex customer solutions, either in publishing or a relevant customer industry
- Proven track reco