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Account Manager in Ann Arbor, MI at ProQuest

Date Posted: 4/10/2018

Job Snapshot

Job Description



ProQuest – Who we are…

The ProQuest Mission: Better research. Better learning, Better insights. ProQuest enables people to change their world. 

ProQuest supports the efforts of students and researchers across the globe. Providing important research tools and curating treasure troves of content has helped ProQuest to become an industry leader in the Information Services market.

Account Manager (Government Institutions)

What will I be doing?

As an Account Manager, you will lead and coordinate sales and account activity for ProQuest specialty and content solutions in national accounts in both Executive and Judicial branches of Government. You will manage individual account plans and working closely with product specialists, marketing, trainers, and renewal teams to develop an overall account plan to sustain existing accounts and to acquire new business. You will demonstrate stellar ability to motivate and influence others towards shared goals.

In this position, you will also…

  • Lead RFP coordination and development as needed while seeking opportunities to unite multiple RFP or current investments and collaborating with product specialists as appropriate.
  • Maintain a good working knowledge of products especially in core content where there are no specialists
  • Lead content demonstrations, engaging product specialists as appropriate for product-specific demonstrations
  • Maintain awareness of all proposals, and as account plan warrants may lead discussion with client.
  • Ensure 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
  • Ensure 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
  • Utilize SalesForce.com to manage accounts effectively and to ensure collaboration and full communication

Three Reasons you should apply...

  1. You thrive in a high-touch, service-oriented sales role
  2. You enjoy intellectually challenging but stimulating work that presents a unique challenge every day
  3. You see a goal as an opportunity to demonstrate your value
     

 This job may not be a fit if...

  1. If having a lot of “balls-up-in-the-air” at any given time is intimidating and stressful for you
  2. You don’t enjoy constant communication with customers and team members
  3. You prefer consistent direction in a predictable work environment

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 in National Government Accounts.
  • Successful sales negotiation skills at every level within client organizations, with experience influencing and selling to the executive level decision-maker.
  • 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 and clearly and compellingly articulate full ProQuest value proposition.
  • Ability to accurately forecast and manage the sales funnel for assigned account territory.
  • 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.

 Superstar Candidates will ALSO have…

  • Advanced degree in Library Science or related field.
  • Certifications pertinent to the sales profession.
  • Experience with SalesForce.com.

Other important information about this position:

  • This position can be based from home or any ProQuest office location.
  • Up to 25% travel is required
  • This position requires weekday (Monday – Friday) attendance.
  • Every position requires certain physical capabilities. ProQuest seeks to make reasonable accommodations that enable individuals with disabilities to perform essential duties when possible.

More to love about becoming a PQ employee!

  • We offer professional development opportunities with a significant focus on learning
  • We hold fun on-site events
  • Our employee population is smart and highly collaborative
  • We have a relaxed dress code… yes, that means blue jeans (and not just on Fridays!)
  • All employees have access to ProQuest research products including e-books, genealogy and academic journals

At ProQuest, we work hard and have fun doing it. If you take pride in being a national expert in Content sales in government institutions, please consider joining our talented team!!

EOE/M/F/Vet/Disabled




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