Account & Relationship Manager

Wolters Kluwer is a global leader in professional information services that combines deep domain knowledge with specialized technology.

Our portfolio offers software tools coupled with content and services that customers need to make decisions with confidence.

Every day, our customers make critical decisions to help save lives, improve the way we do business, build better judicial and regulatory systems.

We help them get it right.

Make your application after reading the following skill and qualification requirements for this position.

Who We Are :

Wolters Kluwer : The world is a big place, find your place here.

What We Offer :

The Account & Relationship Manager role offers growth potential opportunities, professional development, an engaging team environment, the ability to work a remote schedule, and amazing benefits.

What You'll be Doing :

The Account & Relationship Manager is a quota-carrying team member responsible for building and maintaining effective long-term relationships with customers across industries to create demand for our products and services.

The Account & Relationship Manager is accountable to achieve their quota for the assigned book of business through directly selling products in the customers’ existing product lines.

This includes driving transactional adoption, pursuing and driving renewal transactions, and pursuing up-sell opportunities.

The Account & Relationship Manager is responsible for leveraging data to understand customer usage patterns and identifying opportunities to improve adoption, pursue a renewal, pursue incremental revenue (up-sell) within the customer’s existing products, or identify potential leads for an Account Executive to pursue a cross-sell opportunity.

The Account & Relationship Manager will conduct quarterly business reviews with customers to understand existing product usage, advise on best practice use cases and behaviors, and educate on optimal use of offerings to maximize value and increase revenue spend.

Key Tasks :

• Researches and gathers information on current customers and their needs.
• Monitors and interprets product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a Sales Rep to cross-sell.
• Develops customer relationships for an assigned book of accounts with primary focus on improving product use / adoption, executing renewals, up-selling business and direct sales within existing product lines.
• Adheres to defined onboarding and training processes to effectively promote customer adoption of CS offerings.
• Adheres to defined sales methodology and sales processes to execute renewal and up-sell opportunities.
• Identifies leads for cross-sell opportunities and shares them with Sales Reps to pursue.
• Directly sells products within the existing customer base.
• Collaborates with Account Executive to complete annual account reviews with customers to facilitate customer retention.
• Works with Account Executive to transition customers from contract-signing to post-sale support with a Customer Success Specialist.
• For high strategic opportunities, works with Account Executive, Technical Sales, and Sales Support to pursue and close opportunities for Compliance Solutions products at customer accounts.
• Maintains a clean and accurate pipeline in CRM.

Performance Metrics :

• Individual quota attainment ($ / %); achievement of renewal target and up-sell targets.
• Customer adoption target attainment : improvements in customer adoption of current portfolios (month over month or quarter over quarter).
• Number of leads identified and communicated to Account Executive.
• Customer satisfaction scores and retention rates.
• Completion of assigned product trainings and other required learnings for professional development.

You're a Great Fit if You Meet These Requirements :

• Bachelor’s degree or equivalent job-related experience.
• 3 years of B2B commissioned sales or equivalent.
• Experience in Account Management, Sales, Technology Training, or renewal sales.
• Experience in the financial services, or lending compliance industries.

Other Knowledge, Skills, Abilities or Certifications :

• Data analysis skills and ability to derive insights that drive next steps or actions required.
• Account Management (general knowledge of customer's business, stakeholders, product portfolio).
• Communicate effectively in both face-to-face and virtual selling environments.
• Interpersonal skills, ability to build stakeholder relationships.
• Team effectively with other internal teams including Sales, Sales Support stakeholders.
• Stay organized and manage multiple priorities at once across multiple customer accounts.
• Cross-sell, up-sell, or pursue renewal transactions with customers.
• Professional demeanor in oral and written communications.
• Passion and ability to learn new CS offerings quickly.
• Self-motivated; proactive and perseverant mindset.
• General product and application knowledge.
• Ability to travel 1 to 2 trips annually to attend sales meetings.

We are an incredibly supportive team that truly enjoys what we do and who we do it with. We play a key role within WK and assist in driving the daily success.

If you have a passion for making a true difference within an organization, while working alongside a genuinely caring and supportive team, we highly encourage you to apply. #Bethedifference

Compensation :

Target salary range CA, CT, CO, HI, NY, WA : $61,650-$85,200. This role is eligible for Commission.

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