1. Description
2. About us
We are Digital Science and we are advancing the research ecosystem.
We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community, we tackle some of the biggest challenges to research. To achieve our vision, we need innovative, inspiring, and dynamic people to join our team. Want to join us?
3. Your new role
4. What you’ll be doing
5. Account Portfolio Management
6. Relationship Building: Develop and maintain strong, long-term relationships with key stakeholders across each account for relevant products, including procurement, budget stakeholders, business owners, key influencers, and decision-makers.
7. Strategic Planning and Execution
8. Sales Strategy Execution: Ensure the execution of developed sales strategies, objectives, and revenue goals for assigned accounts.
9. Strategic Account Plans: Develop and implement account-specific strategic plans aimed at maximizing client satisfaction and revenue growth.
10. Revenue Forecasting: Provide accurate revenue forecasts based on the account’s performance and growth potential.
11. Risk Management: Identify and mitigate potential risks that could impact client relationships, satisfaction, or company profitability/revenue.
12. Client Engagement and Solution Development
13. Key Point of Contact: Serve as a key point of contact for relevant products, supporting solution efforts to address client needs. In the context of implementation, onboarding, or client delivery projects, serve as an escalation point if the project breaks down due to lack of client engagement or mismatched expectations.
14. Cross-Functional Coordination: Coordinate the involvement of all necessary DS personnel, products, and services (from pre-sales support through implementation through customer success) to serve client needs effectively.
15. Contract Management: Manage all aspects of contract negotiations and renewals.
16. CRM Management: Maintain accurate records of sales activities, prospects, and deals using Customer Relationship Management (CRM) systems.
17. Buying Cycle Knowledge: Maintain a deep understanding of the accounts' buying cycles and processes, including procurement and budget processes.
18. Sales and Revenue Growth
19. Responsible for new sales, upsells, renewals, and cross-sells within accounts for relevant products.
20. Renewal Plans: Develop and execute plans to secure client contract renewals.
21. Product Knowledge: Maintain deep knowledge of relevant DS products and services to identify, clarify, and validate opportunities across the account. Work closely with product specialist colleagues as needed and at critical points in the sales process.
22. Client Advocacy and Feedback
23. Client Advocacy: Encourage satisfied customers to become advocates for the company, potentially providing references, testimonials, and case studies.
24. Feedback Collection: Gather feedback from customers and communicate it to product and service development teams, contributing to the enhancement of offerings based on customer needs.
25. Collaboration and Support
26. Cross-Functional Collaboration: Work with cross-functional teams within DS to provide updates on sales, product development requests, and customer success & support needs.
27. Strategic Lead Generation: Collaborate with team members in Business Development and Marketing to identify new SQLs (Sales Qualified Leads) for assigned accounts.
28. RFP / Tender Process: Contribute to the RFP / Tender process in coordination with the central RFP team and contribute to the completion of the RFP.
29. What you’ll bring to the role
30. Significant sales experience in the academic, library, non-profit, or government market
31. Experience with selling enterprise software solutions to C-level executives
32. Excellent verbal and written communication and relationship building skills
33. Willingness to travel within territory, approximately 30%
34. Proven ability to achieve sales quotas
35. Experience with mainstream CRM preferred
36. Remote-based role
37. The Key Account Manager should have knowledge of
38. The academic Institutional marketplace
39. The research process
40. The structure and decision-making within academic institutions
41. They should also have one or more of the following
42. Experience of selling products that require the agreement of a range of stakeholders
43. Experience of selling in a complex sales process
44. Experience of selling information solutions & software
45. Experience of new business generation
46. Experience of working within a matrix environment (team selling)
47. Attitude
48. Inquisitive self-starter who can independently implement territory strategies
49. A desire to contribute to the development of research through technology
50. Comfortable working in a start-up type environment
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