The Company

Our client is a not-for-profit organization that provides smart solutions that simplifies the access and licensing of content that lets businesses and academic institutions quickly get permission to share copyright-protected materials, while compensating publishers and creators for the use of their content. This independent company provides licensing services to over 400 of the Fortune 500 companies.

The Job

The Manager, Corporate Accounts is responsible for assigned renewals of annual Corporate Licenses for both copyright and software. Identification of up-sells of products to existing customers and coordinating new leads delivered to New Corporate Sales. Responsible for the day-to-day management, development and evaluation of Account Management staff, while also renewing a small base of accounts.

The Manager, Corporate Accounts’ duties will include:

•Achieve or exceed personal and team monthly renewal targets.

•Provide senior management with an accurate forecast and risk analysis of all accounts within your team

•Closely monitor at risk accounts. Work with Client Services, Customer Service, and Director, Account Management to resolve customer issues and help remove barriers for the team

•Lead weekly meetings to discuss renewal forecast, top renewals, at risk accounts

•Schedule and conduct bi-weekly 1 on 1 meeting with each member of the account management team

•Help develop and educate renewal best practices across the team

•Provide VP and Director, Account Management with complete visibility to renewals and solicit their involvement as required

•Communicate risk clearly and take the lead in developing resolution strategies

•Accurately maintain a rolling 90 day forecast of renewals

What It Takes

The selected candidate will have:

•BA/BS degree or higher

•5-7 years of relevant sales management and renewal experience (preferably from a SaaS, software or solution selling industry)

•Solid understanding of SaaS product solutions

•Excellent verbal, written, and presentation skills

•Considerable interpersonal skills are mandatory, including the ability to establish and maintain effective working relationships with others both in and outside your department at all management levels

•Strong negotiation skills that allow for value-based contract negotiations at the CXO level

•Strong analytical skills with the ability to oversee and manage renewal forecast, helping the team manage all renewal opportunities appropriately

•High level of proficiency in in Excel, Microsoft Word, PowerPoint, Salesforce.com, Outlook and Internet research

Why Apply

For the 4th straight year, this reputable company was named to EContent Magazine’s list of 100 companies that “matter most in the content industry.” They also joined Google, Yahoo, Microsoft and six other organizations that were named by research specialist as one of “10 to watch” in the search, aggregation and syndication segment. This company provides licenses millions of content users in more than 180 countries. Outstanding benefits and a positive corporate culture with intelligent and interesting talent make this a great place to work. This is an Equal Opportunity/Affirmative Action Employer based in Massachusetts. All qualified applicants will receive consideration without regard to race, color, religion, sex, national origin or disability.

Applicants should contact our search firm:
Wallace Associates
positions@wallaceassoc.com