Account Manager

Clarivate; City of Melbourne; Hybrid; AUD 90,000 - 120,000; Full time

Benefits offered by this job

Hybrid work model

Travel within ANZ

Job summary

Clarivate is seeking an Account Manager to join our Sales team in Australia. You will develop customer relationships, uncover opportunities for new business, and create a regional sales strategy to drive growth across Ex Libris, Research & Analytics, Content, and Academic Workflow solutions.

You will work with a small team, report to the Director, Segment Sales, and travel within ANZ as needed. The role emphasizes a consultative, customer-centric approach and requires a Bachelor’s degree with 5

Qualifications

• Bachelor’s Degree or equivalent.
• 5 Years of Relevant Experience with 2 years of Sales Experience.
• Master's degree or above (nice to have).
• 5+ years of relevant account management, business development, or sales experience, including managing complex customer relationships and selling enterprise solutions.
• Experience within higher education, libraries, research organizations, government, or information services markets is highly desirable.

Responsibilities

• Achieve sales goals by meeting targets and identifying opportunities for upselling.
• Provide accurate sales forecasts to management through consistent reporting.
• Collaborate with customers and leads, following the established sales cycle and processes.
• Understand customer needs and present compelling solutions.
• Manage opportunities through the sales cycle from needs to closing the sale.
• Maintain knowledge of Clarivate products and services to position solutions.
• Engage in meetings and events, sharing insights with the team.
• Identify opportunities to expand business within existing customers.

Skills

Sales experience

Relationship building

Account management

Industry knowledge

Education

Bachelor's degree or equivalent

Master's degree or above

Tools

Ex Libris library software

Job description

We are looking for an Account Manager to join our Sales team in Australia. This is an exciting opportunity to join Clarivate and work with industry recognized services including Ex Libris library software solutions, Research & Analytics products and services, leveraging a consultative, customer-centric approach. The team comprises 3 people and reports to the Director, Segment Sales. We would love to speak with you if you enjoy developing customer relationships, uncovering opportunities for new business, creating a sales strategy for your region, and driving a territory plan.

About You – Experience, Education, Skills, And Accomplishments

• Bachelor’s Degree or equivalent
• 5 Years of Relevant Experience with 2 years of Sales Experience

It would be great if you also had

• Master's degree or above
• 5+ years of relevant account management, business development, or sales experience, including experience managing complex customer relationships and selling enterprise solutions
• Experience within higher education, libraries, research organizations, government, or information services markets is highly desirable

What will you be doing in this role?

• Achieve sales goals by meeting targets and proactively identifying opportunities for upselling.
• Provide accurate sales forecasts to management through consistent communication and reporting as required by leadership
• Collaborate effectively with customers and potential leads, adhering to the established sales cycle and processes.
• Understand customer needs and present compelling solutions to their problems.
• Manage customer opportunities through the sales cycle from identifying needs, through solution development and presentation, to quoting, negotiating, and closing the sale.
• Continuously build knowledge of Clarivate products and services to effectively position our solutions.
• Actively engage in meetings and events, sharing insights on customers, products, and sales with the broader team.
• Maintain meeting volumes as established by Sales Management to ensure consistent engagement and productivity.
• Identify and target potential contacts within existing customers to expand business opportunities.

Additional Responsibilities

• Develop and execute strategic account plans that identify growth opportunities across the full Clarivate portfolio, including Ex Libris, Research & Analytics, Content, and Academic Workflow solutions.
• Build relationships with diverse buying centers including University Librarians, Library Directors, CIOs, Research Office leaders, Academic Executives, Procurement teams, and Government stakeholders.
• Lead complex solution-selling engagements involving multiple product lines and internal stakeholders, ensuring customer outcomes are aligned with organizational objectives.
• Identify opportunities to cross-sell and upsell across library services platforms, research intelligence solutions, and associated professional services.
• Partner closely with Product Sales Managers, Solution Consultants, Customer Success, and Product teams to develop winning account strategies and successful customer outcomes.
• Maintain awareness of industry trends within higher education, libraries, research institutions, and government sectors to proactively identify new business opportunities.

Hours of Work

Full Time, Permanent (Monday-Friday, core business hours)
This is a hybrid position, working 2-3 days a week in one of our Clarivate offices
We have travel within ANZ
At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.