Account Manager

Summary

Join us at ITHAKA as we seek a detail-oriented and results-driven Account Manager to deepen relationships with higher education libraries and community colleges in the Western United States, sustain existing revenue, and grow participation in new products and services.

Requirements

• 2 or more years of experience working in sales or relationship-building positions at a library vendor or digital publisher
• Demonstrated aptitude for relationship building, strategic thinking, and product positioning
• Innovative thinker who is adept at problem-solving
• Exceptional verbal, and written communication skills
• Proven ability to effectively demonstrate digital content and platform tools
• Industry knowledge of contemporary developments in academic libraries and familiarity with the current digital landscape
• Highly adaptable in a fast-changing, transformative environment
• Previous experience managing a pipeline in a Customer Relationship Management (CRM) tool
• Proficient in Microsoft Word, PowerPoint, and Outlook
• Intermediate Excel skills including VLOOKUP and Pivot Tables preferred

Responsibilities

• Build relationships with key decision makers and influencers at assigned accounts through regular email, webinars, conferences, and in-person engagements
• Using a consultative selling approach, grow the revenue from your assigned accounts for all ITHAKA-related products and services
• Maintain excellent and detailed knowledge of all ITHAKA products and services, with the ability to clearly and effectively communicate their value to your account base
• Maintain up-to-date product, industry, and technical knowledge by reviewing professional publications, participating in professional societies, and drawing on learnings from professional networks
• Analyze the trends within your assigned accounts and provide feedback and expertise back to the organization to inform cross-functional decision-making
• Negotiate licensing terms and participation fees with prospective and current participants
• Partner closely with your regional teammates to achieve mutual goals and success across your assigned accounts
• Engage regularly with all assigned accounts to achieve assigned performance metrics
• Provide top-tier account support in the form of managing license agreement negotiations, providing and interpreting account usage data, and order processing
• Effectively and dynamically communicate JSTOR’s strategic direction to build awareness and help the organization achieve its transformational goals
• Diligently and effectively track your conversations and pipeline in ITHAKAs CRM to inform business commitments and revenue forecasting

Benefits

• Medical
• Dental
• Vision plans
• An employer-paid 10% retirement contribution
• Paid parental and caregiver leave
• 22 days of paid time off
• 11 paid holidays
• Up to 12 sick days
• Wellness benefits