Job Description:About the Role:The Corporate Subscription team in Wiley's Applied Research Intelligence group is seeking a strategic sales professional responsible for helping the world's most research-intensive companies build AI-ready knowledge infrastructure using peer-reviewed scientific content.
This role focuses on managing key corporate accounts spanning multiple industries while developing new business opportunities. You will sell complex solutions, requiring a consultative and value-driven sales approach to understand customer needs and create tailored proposals to close opportunities.
Primary ResponsibilitiesStrategic Account Management- Develop and implement effective territory sales plans to consistently meet and exceed revenue targets, uncover customer needs and create and maintain a network of stakeholder relationships across several personas.
- Build comprehensive account strategies that identify cross-sell and upsell opportunities to grow account revenue
- Manage existing account relationships while prospecting for new business opportunities
- Identify key account stakeholders and implement strategies to grow and expand relationships
- Create data-driven strategies to successfully reach new business opportunities
Sales Process & Negotiation- Influence customers with a value-driven approach throughout the sales process
- Execute data-driven negotiation processes and facilitate conversations to drive stakeholder consensus
- Demonstrate skilled negotiation abilities to close business by utilizing solutions from across the product portfolio
- Forecast and effectively manage pipeline in CRM systems, following established sales processes
- Analyze data to support successful agreement outcomes
Customer Relationship Management- Act as the primary point of contact for assigned accounts and clients
- Maintain regular contact with clients to understand their goals and objectives
- Use a consultative and value selling approach to suggest appropriate solutions
- Proactively seek to understand customers' needs and develop proposals accordingly
- Partner with Customer Success to ensure customers derive measurable value from Wiley collaboration
- Deliver exceptional customer service, consistently exceeding customer expectations
Market & Customer Intelligence- Complete in-depth customer research, leveraging various sources to understand customer needs
- Seek out market insights and trends to inform sales strategies
- Use research to tailor outreach and plan for customer meetings
- Stay current on competitor sales and licensing approaches
- Represent Wiley at targeted industry conferences and customer events
- Stay up-to-date with new trends in the industry
Cross-Functional Collaboration- Work with cross-functional teams (Marketing, Product, Customer Success) to develop complex solutions, including bespoke solutions where standard offerings require adaptation
- Ability to deliver high-stakes presentations to drive value message while addressing customer needs and budget concerns.
- Communicate with legal on consistent basis to unlock workstreams to move agreements through proper stages.
- Demonstrate high attention to detail when completing projects
- Contribute and share insights and ideas with team members and other internal stakeholders
- Exhibit strong leadership with sales and marketing colleagues
Qualifications Experience- 5+ years of experience selling and managing complex customer solutions, either in publishing or a relevant customer industry
- Proven track record selling to corporate clients, particularly in research-intensive industries
- Experience handling artificial intelligence applications in research and corporate environments
- Proven experience in account management and business development
- Proven record of strong sales results against quarterly and annual targets
Skills & Abilities- Ability to self-motivate and work on own initiative and/or as part of a team
- Creative and innovative thinking with ability to embrace change
- Strategic perspective that goes beyond short-term gains
- Problem-solving ability to manage complex sales processes
- Strong interpersonal and communication skills
- Ability to confidently communicate and present internally and externally
- Sales-oriented mindset to achieve financial targets
- Ability to work in cross-functional groups
- Willingness to travel (up to 30%)
Salary Range:108,300 USD to 159,767 USD#LI-CW1
