[Hiring] Account & Relationship Management Executive @Wolters Kluwer

Role Description

The Strategic Account Manager is responsible for driving revenue growth and customer retention across a defined territory of academic, medical, research, and healthcare institutions. This role manages a portfolio of large accounts while developing new business opportunities through a consultative sales approach.

The successful candidate will build trusted relationships with library leaders, faculty, researchers, clinicians, administrators, and executive stakeholders to understand organizational priorities and align Ovid's portfolio of evidence-based information solutions, workflow tools, and research resources to their needs. This role requires strategic account planning, executive-level communication, and the ability to navigate complex, multi-stakeholder sales cycles.

Key Responsibilities

• Develop deep expertise in Ovid's portfolio of clinical, research, educational, and workflow solutions.
• Create and execute strategic territory and account plans that support revenue growth, retention, and customer expansion objectives.
• Manage a portfolio of large academic, healthcare, and research accounts, serving as a trusted advisor to key stakeholders and decision-makers.
• Build and maintain executive-level relationships with library directors, deans, academic leadership, researchers, clinicians, procurement teams, and other institutional stakeholders.
• Identify customer business challenges, institutional priorities, accreditation requirements, and research objectives, and align Ovid solutions to address those needs.
• Lead complex sales opportunities using a consultative and value-based selling methodology.
• Develop account growth strategies that increase product adoption, customer engagement, and long-term partnership value.
• Prospect for new business opportunities within existing accounts and across assigned territory.
• Conduct business reviews, strategic planning sessions, product demonstrations, and executive presentations.
• Prepare proposals, pricing recommendations, renewal strategies, and contract negotiations that align with customer objectives.
• Collaborate with product specialists, customer success, marketing, and leadership teams to develop and execute account strategies.
• Maintain accurate pipeline, opportunity, contact, and account information within Salesforce CRM.
• Deliver accurate sales forecasts and territory updates to leadership.
• Meet or exceed assigned revenue, retention, and growth targets.
• Travel throughout assigned territory to support customer engagement, strategic meetings, conferences, and sales activities.

Qualifications

• Bachelor's degree or equivalent combination of education and professional experience.
• 5+ years of successful experience in strategic account management, consultative sales, business development, or enterprise sales.
• Demonstrated ability to manage large, complex accounts with multiple stakeholders and lengthy sales cycles.
• Experience developing and executing strategic account plans that drive revenue growth and customer retention.
• Strong consultative selling, negotiation, presentation, and relationship-building skills.
• Excellent verbal and written communication skills, including executive-level presentations.
• Proven ability to identify customer needs and translate them into solution-based recommendations.
• Experience managing a sales pipeline and forecasting through Salesforce or similar CRM platforms.
• Ability to work independently, prioritize multiple opportunities, and manage a geographic territory effectively.

Requirements

• Experience selling information, technology, SaaS, healthcare, educational, library, research, publishing, or clinical workflow solutions.
• Knowledge of academic medical centers, hospitals, healthcare systems, medical schools, universities, libraries, or research institutions.
• Familiarity with evidence-based medicine, clinical decision support tools, medical education resources, or scholarly research workflows.
• Experience selling into C-suite, dean-level, library leadership, faculty, and healthcare executive audiences.

Benefits

• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave

Company Description

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life.