Feb 14, 2020

Account Manager - Inside Sales

  • Wileyed Solutions
  • Sedona, AZ 86336, USA
Full-Time Sales

Job Description

Wiley is a provider of content-enabled solutions that improve outcomes in research, education, and professional practice. Our core businesses produce scientific, technical, medical, and scholarly journals, reference works, books, database services, and advertising; professional books, subscription products, certification and training services and online applications and education content and services including integrated online teaching and learning resources for undergraduate and graduate students and lifelong learners. The company's headquarters are located in Hoboken, New Jersey, with operations in the U.S., Europe, Asia, Australia, and Canada.

Inside Sales Account Manager

Indianapolis, IN - Wiley

We are in one of the most dynamic periods in our history as technology, globalism, and economic diversity create far-reaching changes in the world. The demand for knowledge and learning has never been greater, and Wiley is at the forefront of meeting that need. As a learning business, we make meaningful contributions to research discovery and lifelong learning by helping organizations achieve their goals and people achieve success from education through their career. We may have been founded over two centuries ago, but our secret to success remains the same: change with the times and adapt to meet the ever-evolving needs of our customers.

The Account Manager - Inside Sales will be responsible for achieving sales goals within an assigned sales territory by identifying and closing new business and moving current business into a renewable digital format at the higher education (college) course, department, and institutional level within designated disciplines. Responsibilities include ongoing opportunity analysis, maintaining and reporting market intelligence, and orchestrating a variety of resources and capabilities to develop course and institutional solutions.

Responsibilities :

New Business Development
  • Identify, manage and qualify prospects; close sales opportunities at course, department, and institutional level across all Global Education disciplines. Ability to grow business by closing new and takeaway opportunities.
  • Ability to analyse sales opportunities based on current business and new business at adoption, course, department, and institutional levels.
  • Ability to influence multiple decision makers.
Digital Competency and Presentation Skills
  • Maintain proficiency and knowledge of Wiley digital products and services and appropriately position our solutions against the competition.
  • Conduct effective and ongoing outreach via daily phone calls and email to prospective and existing customers.
  • Deliver virtual (remote) sales presentations via one-on-one or group decision maker meetings.
Account Analysis and Development
  • Define and execute account sales plans for each of the named accounts in territory within designated disciplines.
  • Develop and manage sales pipeline; prospect and assess sales opportunities and move a large number of transactions simultaneously through the sales pipeline using Salesforce (our CRM system). Excellent written and verbal communication skills.
  • Excellent phone skills.
  • Provide regular reporting, account and adoption intelligence, and update opportunities and information within SalesForce each week to further define opportunities scope and resources needed.
  • Ability to develop and maintain account strategies balancing long-term strategic planning and short-term execution in coordination with field based Account Managers where warranted.

Collaboration with Internal Stakeholders
  • Communicate regularly and work collaboratively with internal stakeholders including Customer Success Specialists, District Manager, Product Managers, Editors, and Marketing Managers.
  • Provide adoption and market intelligence to internal stakeholders throughout the business cycle.

  • 2-3 years successful sales experience in higher education market or comparable market segment.
  • Ability to interpret and analyze sales opportunities.
  • Results Oriented: Drive to consistently exceed goals and steadfastly push self toward results.
  • Customer Focused: Establish and maintain effective relationships with customers to gain trust and respect.
  • Fast, Verstatile Learner: Open to change. Experiments and tries creative approaches to discover solutions. Enjoys the challenge of unfamiliar tasks.
  • Highly Collaborative: Communicate regularly and work collaboratively with internal stakeholders including Customer Success Specialists, Account Managers, District Manager, and internal product teams.
  • Persuasive: Ability to influence decision makers.
  • High level of energy and drive especially in the face of resistance or set-backs.
  • Ability to demonstrate software solutions and conduct remote/virtual presentations to customers, in both large groups and one-on-one settings.
  • High level of comfort and energy making phone calls.
  • Ability to adapt and navigate complex sales processes with multiple decision-makers, including but not limited to professors, course coordinators, department chairs, deans, provosts, Head of Library, IT Administrator, etc., at respective institution.
  • Ability to work independently and manage time and resources effectively.
  • Ability to work under pressure in an environment of changing priorities to meet milestones and demanding deadlines.
  • Knowledge of customer database systems such as Salesforce.
  • Strong familiarity of PC and Internet applications including Office 365 (Word, Excel, PowerPoint, Outlook, OneNote).
  • Bachelor's degree.
What you can expect in return:
  • Fast-paced, intellectually-challenging professional environment
  • Participation in incentive program, outstanding benefits
  • Competitive benefits including a company matched 401k plan
  • Generous Paid Time Off (PTO) policy
Wiley is an equal opportunity/affirmative action employer. We evaluate qualified applicants and treat all applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, or based on any individual's status in any group or class protected by applicable federal, state or local laws.

Although we appreciate your interest only those candidates with whom we are interested in interviewing will be contacted.



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