Sr Account Executive, Medical
EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we’re driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information — when, where and how people need it. We’re seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact. Your Opportunity
As a Sr. Account Executive II, Medical, your primary responsibility is to drive revenue growth and strengthen customer relationships across EBSCO’s portfolio of products and solutions serving healthcare institutions. Your priority will be to develop new sales opportunities outside of the library, primarily to executive decision makers, through prospecting, consultative selling, relationship management, marketing leads, etc.
You will partner with the AMC AE/RSM, sales support counterparts, as well as Sales Management, Marketing, Customer Satisfaction, and other internal teams, to develop and execute strategies that help healthcare organizations connect their users with trusted information and solutions.
This remote position is U.S. & Canada based (excluding U.S. territories).
What You'll Do
- Meet or exceed assigned sales targets and revenue goals by developing new business and identifying opportunities to expand existing customer relationships through upgrades, cross-sell, and additional solutions.
- Manage a healthy pipeline of sales opportunities, in partnership with relevant AMC AE/RSM teams and sales support specialists, from identification and qualification through proposal, negotiation, and close.
- Develop and execute account and territory strategies designed to increase sales and strengthen EBSCO’s position within healthcare institutions.
- Build and maintain trusted relationships with key customer stakeholders, including information specialists, clinicians, procurement professionals, knowledge and information managers, and executive decision-makers.
- Take a consultative approach to understanding each customer’s goals, workflows, challenges, and information needs, and connect those needs to appropriate EBSCO products and solutions.
- Generate activity in direct selling situations through telephone, email, and virtual meetings, including prospecting, discovery conversations, live product demonstrations, trials, presentations, and related follow-up.
- Develop a strong understanding of EBSCO’s products and solutions, how they work together, and how they support the research, clinical, and information needs of healthcare organizations.
- Understand the competitive landscape, market trends, and customer priorities and use that knowledge to effectively position EBSCO solutions and sell against competition.
- Participate in developing customized product offerings, proposals, pricing, and agreements for new and existing customers while exercising sound judgment and working within established business guidelines.
- Respond effectively to marketing-generated leads and proactively develop new opportunities within assigned accounts and territories.
- Coordinate with internal teams to help resolve customer questions and issues, ensuring an effective customer experience and appropriate follow-through throughout the sales and renewal process.
- Keep CRM and account-management systems accurate and current by consistently documenting customer interactions, opportunities, activities, pipeline status, and next steps.
- Collaborate closely with relevant AMC AE/RSM te