Account Manager - Higher Education & Research

About the role

Clarivate is looking for an Account Manager to join its Australian sales team, which has three people and reports to the Director, Segment Sales. The role works with industry-recognized services such as Ex Libris library software, Research & Analytics products and services, using a consultative, customer-centric approach. It is a full-time permanent position, Monday to Friday during core business hours, hybrid (2-3 days a week in an office) with travel within ANZ.

Key responsibilities

• Achieve sales targets and proactively identify upselling opportunities.
• Provide accurate sales forecasts to management through regular reporting.
• Manage customer opportunities through the sales cycle: identifying needs, solution development, presentation, quoting, negotiation and closing.
• Build knowledge of Clarivate products and share insights with the wider team at meetings and events.
• Develop and execute strategic account plans covering the full Clarivate portfolio (Ex Libris, Research & Analytics, Content, Academic Workflow).
• Build relationships with university librarians, library directors, CIOs, research office leaders, academic executives, procurement teams and government stakeholders.
• Lead complex solution-selling engagements and cross-sell and upsell across library services, research intelligence and professional services.
• Partner with Product Sales Managers, Solution Consultants, Customer Success and Product teams on account strategies.
• Maintain awareness of industry trends in higher education, libraries, research and government to spot new business.

Required profile

• Bachelor's degree or equivalent; a Master's degree or above is preferred.
• 5 years of relevant account management, business development or sales experience, including complex customer relationships and enterprise solutions.
• 2 years of sales experience.
• Experience in higher education, libraries, research organizations, government or information services is highly desirable.