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.
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.
- ProQuest Jobs