Licensing Senior Account Manager

ASCAP; New York (NY); On-site; USD 80,000 - 87,000; Full time

Benefits offered by this job

Medical and dental plans

Vision plan

401(k) with company match

Profit sharing

Generous time-off

Job summary

The Licensing Senior Account Manager at ASCAP in New York drives new business and revenue by promoting ASCAP licenses, closing deals and renewing existing accounts. You will collaborate with Senior Directors, SVPs and cross‑functional teams across Operations, Legal Affairs, Revenue Accounting and Global Technology Solutions.

The role requires at least three years in sales or account management, a Bachelor’s degree, and the ability to clearly explain licensing benefits; Salesforce experience is a

Qualifications

• Bachelor’s degree required; music industry studies a plus
• Three years of sales, business development and/or customer service experience
• Ability to generate revenue and explain licensing benefits to customers
• Knowledge of music/copyright, entertainment and tech industries preferred
• Proficiency with CRM and cross-functional collaboration
• Three days per week in the New York office

Responsibilities

• Identify and convert leads into license prospects and click-through licensees
• Negotiate deals with prospective customers and pursue closure
• Manage select accounts, address queries and resolve issues
• Develop and strengthen relationships with licensee accounts
• Escalate issues to senior team when needed
• Backup Licensing Business Analyst by gathering insights for leadership

Skills

Sales experience

Account management

Communication

New business development

Team collaboration

Salesforce (CRM)

Education

Bachelor’s degree

Tools

Salesforce

Job description

About ASCAP

The American Society of Composers, Authors and Publishers (ASCAP) is a membership association of more than one million songwriters, composers and music publishers, and represents some of the world’s most talented music creators. Founded and governed by songwriters, composers and publishers, it is the only performing rights organization in the U.S. that operates on a not-for-profit basis. ASCAP licenses a repertory of over 20 million musical works to hundreds of thousands of businesses that use music, including streaming services, cable television, radio and satellite radio and brick and mortar businesses such as retail stores, hotels, clubs, restaurants and bars. ASCAP collects the licensing fees; identifies, matches and processes trillions of performances every year; and returns nearly 90 cents of every dollar back to its members as royalties. The ASCAP blanket license offers an efficient solution for businesses to legally perform ASCAP music while respecting the right of songwriters and composers to be paid fairly. ASCAP puts music creators first, advocating for their rights and the value of music on Capitol Hill, driving innovation that moves the industry forward, building community and providing the resources and support that creators need to succeed in their careers. Learn more and stay in touch at www.ascap.com, on X and Instagram @ASCAP and on Facebook.

# # #

Job Overview:

The Licensing Senior Account Manager is responsible for driving new business and growing revenue by effectively communicating the need for and the benefits of an ASCAP license agreement to prospective new customers, closing deals with such customers as well as maintaining account relationships and concluding renewal deals with existing customers.

The Licensing Senior Account Manager will communicate and collaborate with the Senior and Associate Directors, SVPs and work cross-functionally with others within the Licensing Department (e.g., Operations, Reactive, Customer Service). Additionally, they will work closely with other departments such as Business and Legal Affairs, Revenue Accounting, Distribution, and Global Technology Solutions.

Areas of Responsibility & Accountability:

• Identify, assess, and drive licensing efforts by generating and converting leads into both new license prospects and “click-through” licensees
• Negotiate with select prospective new customers, answering questions, following up and remaining engaged until deal closure
• Manage select accounts by answering customer queries, resolving issues and pursuing outstanding items
• Develop, maintain and strengthen relationships among licensee accounts
• Escalate matters/issues to senior team members when prescribed processes meet impediments and/or when otherwise necessary or appropriate
• Perform as the backup to the Licensing Business Analyst, gathering and disseminating news and business intelligence to ASCAP leadership when they are not available

Qualifications & Requirements:

• Bachelor’s degree required; music industry studies a plus
• Ability to work independently with guidance from senior team members
• A minimum of three years of sales, business development and/or customer service experience, preferably in the music and/or media industry
• Ability to effectively engage in revenue-generating activities to contribute to ASCAP’s revenue goals
• Ability to clearly and concisely explain detailed subject matter (i.e. ASCAP and the need/benefits of an ASCAP license) to prospective customers
• Knowledge of music/copyright, entertainment and technology industries preferred
• Ability to foresee and stay apprised of new licensing opportunities (i.e. products, services, platforms), particularly those utilizing new/emerging technologies, and the ability to synthesize this information into high-quality formats (emails, reports, PowerPoint) for presentation to senior management
• Proficiency with Salesforce and/or other CRMs preferred
• Ability to work cross-functionally on multi-faceted projects
• Ability to take direction and self-motivate; drive to master core responsibilities and to help a team maximize production and achieve goals
• Excellent organizational, verbal and written communication skills; professional demeanor; ability to interact effectively with all levels of management and external personnel
• Excellent attention to detail, organizational skills, and ability to meet deadlines under pressure
• Proven ability to multitask, assess and shift priorities around as needed
• Ability to work well both individually and on a team while sharing pertinent information, supporting colleagues, and encouraging participation
• This position requires three days per week in the New York office

Compensation/Benefits:

Besides providing a unique and dynamic work environment, there are a few other reasons you should consider ASCAP in your career planning. We also offer generous benefit options that are comprehensive and provide the flexibility that most employees want and need. These health care and financial plan options include the following:

• A choice of either network-only provider medical and dental plans or more flexible medical and dental plans where you can see providers in or out-of-network
• Vision plan that offers both in and out-of-network provider options
• 401(k) Plan that offers pre-tax, Roth, and an after-tax employee contribution option which includes a company match
• An additional employer paid discretionary profit share contribution, regardless of your participation in the 401(k) Plan
• Generous time-off policy
• Health care and dependent care flexible spending accounts
• Short-term disability insurance/salary continuation and long-term disability insurance
• Company provided basic life and accidental death and dismemberment insurance
• Employee gym discounts at select gyms
• Commuter benefits
• Voluntary pet health insuranceVoluntary auto and homeowner’s insurance
• Voluntary employee, spouse, and dependent life insurance options
• Voluntary ID protection Coverage

The above summary of the current benefits is subject to the terms and conditions of the benefit plan documents. This summary is not complete and is subject to the terms of the underlying plan documents. Please note that ASCAP reserves the right to amend or otherwise revise or terminate, at any time and in its sole discretion, its benefit plans, programs, and policies.

Occasional travel for in-person meetings may be required.

The anticipated base salary range for this position is $80,000 to $87,000 and will be determined on an individualized basis depending on several factors that are unique to each candidate including geographic location (due to differences in the cost of labor), skills, education and prior relevant experience.

Please be aware that ASCAP is not a nut-free or other allergen-free workplace.

ASCAP is an equal opportunity employer. All ASCAP employment decisions are made on the basis of individual qualifications and performance and not on the basis of race, national origin, ethnicity, sex, age, marital status, sexual orientation or preference, gender identity, genetic information, disability, handicap, color, creed, religion, veteran status, or any characteristic protected by applicable federal, state or local laws.