Account Manager for Inside Sales

ProQuest

(Ann Arbor, Michigan)
Full Time Weekends Travel Required
Job Posting Details
About ProQuest
ProQuest connects researchers with vetted, reliable information. As a leading technology provider, ProQuest drives better outcomes for researchers and greater efficiency for the libraries and organizations that serve them. Our cloud-based solutions are a gateway to the world’s knowledge and enable researchers, students, and librarians to discover, access, share, create, and manage information.
Summary
As an Account Manager (Inside Sales) for the Public Library sales team, you will lead and coordinate sales activity for a territory of 14 states (AL, AR, CA, FL, GA, LA, MS, NC, SC, OK, OR, TX, WA, WV). You will have an opportunity to provide solutions to our public library customers across multiple product lines, including our Genealogy and News products.
Responsibilities
* Owns the assigned territory and individual account plan coordination, working closely with product specialists, trainers, and renewal teams to develop an overall account plan to grow long term revenue. * Influences and motivates others in a matrixed sales organization (particularly those who do not directly report to the Account Manager) to support and drive towards shared goals. * Focuses on new and renewal business as part of expanding ProQuest’s footprint within the account; typically serves as primary point to engage client. * Leads RFP coordination and development as needed; seeking opportunities to unite multiple RFP or current investments and collaborating with product specialists as appropriate. * Manages full portfolio forecast (renewals and new business) including specialty products and content; works closely with product specialist and support teams to ensure forecast accuracy. * Maintains a good working knowledge of products especially in core content where there are no specialists. * Leads content demonstrations, engaging product specialists as appropriate for product-specific demonstrations. * Maintains awareness of all proposals, and as account plan warrants may lead discussion with client. * Ensures account plan is making progress and is aligned to other objectives in the account. * Manages the overall health of the account; coordinating routine checkpoints, handling business reviews, participating in new product roadmap discussions, and engaging in client meetings. * Ensures client satisfaction and issues are resolved; relying on product specialists to drive specialty product issues and working with colleagues in customer services and technical support * Enters leads and new activity into SalesForce.com in order to ensure collaboration and full communication.
Ideal Candidate
**What you will need to be successful:** * Bachelors’ degree plus at least 5 years’ related experience as a direct sales professional or equivalent combination of education and experience. * Proven success in selling and closing customers, creating value, and managing a pipeline. * Successful sales negotiation skills at every level within client organizations, with experience influencing and selling to the executive level decision-maker. * Ability to develop a deep understanding of product line and client base. * Capable of engaging in key probing questions for specialty products and can promote key value proposition and answer baseline questions about all specialty products. * Able to clearly and compellingly articulate full ProQuest value proposition. * Ability to assess the sales process and request participation from executive managers when required. * Ability to analyze, compare, evaluate, reconcile and draw meaningful conclusions and action plans from data. * Ability to accurately forecast and manage the sales funnel for assigned account territory. * Focused team player with a collaborative approach. * High level of enthusiasm, with strong influencing and negotiation skills. * Strong interpersonal skills, with ability to professionally build and maintain strong relationships with a diverse blend of personalities and levels of authority to reach resolution. * Capacity to learn and effectively utilize SalesForce.com as well as other software tools relevant to the role, and adhere to assigned sales methodology. * Demonstrated proficiency in Microsoft Office suite of products including Word, Excel, PowerPoint, and related software relevant to the role. **Ancillary Qualifications:** Certifications pertinent to the sales profession.

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