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ProQuest Account Manager in Tokyo, Japan

Duties and 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 Qualifications:

  • 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.

  • 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.

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