The Role
ITHAKA is looking for a detailed-oriented and results-driven Account Manager to deepen relationships with higher education libraries and community colleges in the Western United States in order to sustain existing revenue and grow participation in new products and services.
In this role, you will be a proactive and reactive problem solver who is confident delivering presentations to library leadership while developing complex price quotes. As an Account Manager, your top priorities will be serving the needs of your assigned accounts and forming relationships with key decision-makers and influencers. You’ll drive growth in our existing products and build momentum for upcoming services and new business models in development by cultivating strong relationships and providing exceptional account management.
In this role, you’ll have an exciting opportunity to be at the forefront of our community as JSTOR—a digital library of academic journals, books, and primary sources—evolves to meet the changing needs of scholarly research and education, reporting directly to the Regional Director of Outreach & Participation. The specific territory you will support will be determined based on your geographic location; we encourage all qualified applicants to apply.
Responsibilities
- Build relationships with key decision makers and influencers at assigned accounts through regular email, webinars, conferences, and in-person engagements.
- Using a consultative selling approach, grow the revenue from your assigned accounts for all ITHAKA-related products and services.
- Maintain excellent and detailed knowledge of all ITHAKA products and services, with the ability to clearly and effectively communicate their value to your account base.
- Maintain up-to-date product, industry, and technical knowledge by reviewing professional publications, participating in professional societies, and drawing on learnings from professional networks.
- Analyze the trends within your assigned accounts and provide feedback and expertise back to the organization to inform cross-functional decision-making.
- Negotiate licensing terms and participation fees with prospective and current participants.
- Partner closely with your regional teammates to achieve mutual goals and success across your assigned accounts.
- Engage regularly with all assigned accounts to achieve assigned performance metrics.
- Provide top-tier account support in the form of managing license agreement negotiations, providing and interpreting account usage data, and order processing.
- Effectively and dynamically communicate JSTOR’s strategic direction to build awareness and help the organization achieve its transformational goals.
- Diligently and effectively track your conversations and pipeline in ITHAKAs CRM to inform business commitments and revenue forecasting.
- Approximately 25% of travel is required, about one week per month, to visit participating libraries and attend industry and company events.
Experience and Skills
- 2 or more years of experience working in sales or relationship-building positions at a library vendor or digital publisher.
- Demonstrated aptitude for relationship building, strategic thinking, and product positioning.
- Innovative thinker who is adept at problem-solving.
- Exceptional verbal, and written communication skills.
- Proven ability to effectively demonstrate digital content and platform tools.
- Industry knowledge of contemporary developments in academic libraries and familiarity with the current digital landscape.
- Highly adaptable in a fast-changing, transformative environment.
- Previous experience managing a pipeline in a Customer Relationship Management (CRM) tool.
- Proficient in Microsoft Word, PowerPoint, and Outlook.
- Intermediate Excel skills including VLOOKUP and Pivot Tables preferred.
- Bachelor's degree preferred; MBA/MLS or advanced degree a plus.
- Experience working in a library, archive, or a library degree is a plus
Work Authorization and Sponsorship
ITHAKA is not currently considering candidates who require any type of immigration sponsorship (additional work authorization or permanent work authorization) now or in the future to work in the United States.
Compensation and Benefits
At ITHAKA we believe in openness and equity. Part of living those values is our commitment to clarity about salary ranges, so candidates know what to expect. The starting salary for this position ranges from $70,000 - $80,000 per year. Starting pay may vary with job-related knowledge, skills, and experience. At present, our total compensation package for benefits-eligible employees includes medical, dental, and vision plans, an employer-paid 10% retirement contribution, paid parental and caregiver leave, 22 days of paid time off, 11 paid holidays, up to 12 sick days, wellness benefits, and more. Please note that ITHAKA, at its discretion, may make changes to its benefits programs from time to time. #LI-JS1 #LI-REMOTE
