About the role
Clarivate is seeking an experienced North America Corporate Account Manager in the eastern United States, to retain and grow our portfolio of corporate research customers across the Academia & Government (A&G) portfolio, including Web of Science, EndNote, ProQuest content, Ex Libris and related A&G solutions.
Your work will be centered but not limited to; pharmaceutical, life sciences, biotech, medical device, corporate medical and research-driven organizations. You will build strong relationships with corporate digital libraries, information centers and research leaders, and understand their goals, challenges and growth opportunities.
About You – experience, education, skills, and accomplishments
Bachelor’s degree or equivalent experience
Proven field sales experience, preferably with corporate or private-sector customers
5+ years of relevant sales experience, selling into the corporate market
Experience managing a large account portfolio, balancing renewals, expansion and new business
Ability to build relationships with senior stakeholders, information professionals and procurement teams
Strong negotiation, forecasting and presentation skills
It would be great if you also have…
Existing relationships with corporate libraries in pharmaceutical, life sciences, biotech, medical device or corporate medical organizations
Experience selling subscription software, scholarly content, reference management, research analytics or library technology
Proficiency with Salesforce, Microsoft Office, Microsoft Teams, LinkedIn, Power BI and ZoomInfo
What will you be doing in this role?
Manage a portfolio of North American corporate accounts, with responsibility for retention, expansion and new business focused on the eastern part of the United States.
Move customers from fragmented, individually purchased licenses to centralized, multi-year enterprise and subscription agreements.
Expand within existing accounts by engaging research and development, medical affairs, clinical, regulatory and library and information services teams.
Lead opportunities through the full sales cycle, from discovery and solution development to quoting, negotiation and close.
Build trusted, multi-level relationships with corporate digital library leaders, information professionals, researchers, procurement and executive sponsors.
Develop account plans with clear revenue objectives, stakeholder maps and whitespace analysis.
Use usage, renewal and account data to identify risks and opportunities well ahead of renewal dates.
Lead regular business reviews and roadmap discussions that demonstrate value and strengthen long-term partnerships.
Connect Clarivate solutions to customer research workflows, productivity, compliance and business outcomes.
Position the right combination of A&G solutions across discovery, literature management, content access, analytics and publishing.
Differentiate Clarivate solutions from competitors and from free or fragmented alternatives.
Explain pricing and annual increases in terms of product value and customer outcomes.
Partner with product teams, product sales managers and renewal account managers to retain and grow each A&G business unit within the portfolio.
Work with customer success, customer education, bid and security, contracts, legal and finance teams to meet customer requirements.
Share customer feedback to inform product development and roadmap priorities.
Provide accurate forecasts for all new business opportunities.
Maintain accurate accounts, contacts, opportunities, activities and quotes in Salesforce.
Navigate corporate procurement, vendor onboarding, security assessments and contract review.
Operate within A&G pricing, discount and approval guidelines.
About the Team
You will join the North America Corporate Sales team, part of Clarivate’s A&G Revenue organization. You will work closely with product teams, product sales managers, renewal account managers, customer success and colleagues around the world to help corporate research organizations improve research outcomes.
Hours of Work
Location: Remote, US East Coast
Employment type: Full-time, permanent
Travel: Regular travel to customer sites, business reviews and industry events across North America (percentage to be confirmed)
Flexibility to support customers across North American time zones
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At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.
Originally posted on Himalayas
