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Account Manager in Mountain View, CA at ProQuest

Date Posted: 1/28/2018

Job Snapshot

Job Description



As an Account Manager, you will be responsible for managing current accounts and developing new business inside the California territory. Your clients will be Community Colleges, Major Public Libraries, and 4 year Academic Schools. You will provide value based solutions covering the range of ProQuest product offerings including Search & Discovery tools, Books, Video and Historical content. You will also lead and coordinate sales activity utilizing expertise and leverage product specialists, client relationship managers and field marketing teams to meet and exceed sales targets.

This team is lead by an experienced, successful sales manager and savvy business leader. With a vast amount of knowledge in the Information Industry across a number of companies, you will be provided with winning methodologies and coaching that you need to achieve your career and financial goals. 

Additional Responsibilities Include...

  • Work closely with product specialists, trainers, and renewal teams to develop an overall account plan to grow long term revenue
  • Influence and motivate others in a matrixed sales organization
  • Focus on new and renewal business as part of expanding ProQuest’s footprint within the account and territory
  • Lead RFP coordination and development as needed
  • Lead content demonstrations, engaging product specialists as appropriate for product-specific demonstration
  • Ongoing review and assessment of account plan to ensure progress is aligned to objectives in the account
  • Manage overall health of the account; coordinating routine checkpoints, handling business reviews, participating in new product roadmap discussions, and engaging in client meetings
  • Maintains leads and new activity into SalesForce.com to ensure effective communication.

Qualified Candidates Must Have...

  • Bachelors’ degree plus at least 5 years’ related experience as a direct field 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
  • Enthusiasm 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
  • Focused team player with a collaborative approach
  • Capacity to learn and effectively utilize SalesForce.com as well as other software tools relevant to the role, and adhere to assigned sales methodology

You will love this job if...

  • You're a self-starter, driven sales professional focused on success
  • You enjoy learning about technology
  • You are able to develop trust and professional relationships quickly 
  • Influencing decision making comes naturally to you and value-based selling is the fastest way to success
  • You're passionate about helping people find a solution to their challenges.

This role might not be a good fit if...

  • You prefer a structured, steady pace
  • Developing your own schedule and driving toward self-defined goals is intimidating
  • Travel is a '4-letter word'

Other important information about this position:

  • This position is a field sales position and must be based in California.  
  • Frequent national travel is required, 50-80%.
  • This position requires weekday (Monday - Friday) attendance with scheduling flexibility available around core working hours. Some weekend attendance is required, typically for travel and industry/trade events.
  • Every position requires certain physical capabilities. ProQuest seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible. 

EOE/M/F/Vet/Disabled  




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