Key Account Manager (APAC Academic)

Department: Sales

Location: Australia, Remote

Description

About us

We are Digital Science and we are advancing the research ecosystem.

We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?

Your new role

The Key Account Sales Manager is responsible for managing and growing a portfolio of high-value, high-potential client accounts for the products they represent. This role involves developing and executing tailored sales strategies to drive revenue growth and ensure client satisfaction. The manager builds and maintains strong relationships with key stakeholders, acts as the primary point of contact for accounts for relevant products, and identifies and leads opportunities for new sales, upsells, renewals and cross-sells. The ideal candidate will possess a deep understanding of both account management and closing new business to achieve sales targets.

Please note - this is an Asia-Pacific based role. Due to business need, we can only accept applications from candidates who live in Australia, Singapore, South Korea and Malaysia. If you apply from outside of these areas, your application will not be considered.

Please be aware that we may close this position early if we receive a high volume of applications, so we encourage you to apply promptly.

What You’ll Be Doing

Account Portfolio Management:

• Relationship Building: Develop and maintain strong, long-term relationships with key stakeholders across each account for relevant products, including procurement, budget stakeholders, business owners, key influencers, and decision-makers.
  
  

Strategic Planning and Execution:

• Sales Strategy Execution: Ensure the execution of developed sales strategies, objectives, and revenue goals for assigned accounts.
• Strategic Account Plans: Develop and implement account-specific strategic plans aimed at maximizing client satisfaction and revenue growth.
• Revenue Forecasting: Provide accurate revenue forecasts based on the account’s performance and growth potential.
• Risk Management: Identify and mitigate potential risks that could impact client relationships, satisfaction, or company profitability/revenue.
  
  

Client Engagement and Solution Development:

• Key Point of Contact: Serve as a key point of contact for relevant products, supporting solution efforts to address client needs. In the context of implementation, onboarding, or client delivery projects, serve as an escalation point if the project breaks down due to lack of client engagement or mismatched expectations.
• Cross-Functional Coordination: Coordinate the involvement of all necessary DS personnel, products, and services (from pre-sales support through implementation through customer success) to serve client needs effectively.
• Contract Management: Manage all aspects of contract negotiations and renewals.
• CRM Management: Maintain accurate records of sales activities, prospects, and deals using Customer Relationship Management (CRM) systems.
• Buying Cycle Knowledge: Maintain a deep understanding of the accounts' buying cycles and processes, including procurement and budget processes.
  
  

Sales and Revenue Growth:

• Responsible for new sales, upsells, renewals, and cross-sells within accounts for relevant products.
• Renewal Plans: Develop and execute plans to secure client contract renewals.
• Product Knowledge: Maintain deep knowledge of relevant DS products and services to identify, clarify, and validate opportunities across the account. Work closely with product specialist colleagues as needed and at critical points in the sales process.
  
  

Client Advocacy and Feedback:

• Client Advocacy: Encourage satisfied customers to become advocates for the company, potentially providing references, testimonials, and case studies.
• Feedback Collection: Gather feedback from customers and communicate it to product and service development teams, contributing to the enhancement of offerings based on customer needs.
  
  

Collaboration and Support:

• Cross-Functional Collaboration: Work with cross-functional teams within DS to provide updates on sales, product development requests, and customer success & support needs.
• Strategic Lead Generation: Collaborate with team members in Business Development Team and Marketing to identify new SQLs (Sales Qualified Leads) for assigned accounts
• RFP/Tender Process: Contribute to the RFP/Tender process in coordination with the central RFP team and contribute to the completion of the RFP.
  
  

What You’ll Bring To The Role

• Significant sales experience in the academic, library, non-profit or government market
• Experience with selling enterprise software solutions to C-level executives
• Excellent verbal and written communication and relationship building skills
• Willingness to travel within territory, approximately 30%
• Proven ability to achieve sales quotas
• Experience with mainstream CRM preferred
• Remote based role
  
  

The Key Account Manager should have knowledge of:

• the academic Institutional marketplace
• the research process
• the structure and decision making within academic institutions
  
  

They should also have one or more of the following:

• Experience of selling products that require the agreement of a range of stakeholders
• Experience of selling in a complex sales process
• Experience of selling information solutions & software
• Experience of new business generation
• Experience of working within a matrix environment (team selling)
  
  

Attitude

• Inquisitive self starter who can independently implement territory strategies
• A desire to contribute to the development of research through technology
• Comfortable working in a start-up type environment
  
  

Not sure you meet all qualifications? Let us decide! Research shows that women and members of other under-represented groups tend to not apply to jobs when they think they may not meet every qualification, when in fact, they often do! We are committed to creating a diverse and inclusive environment and strongly encourage you to apply.

Our vision and values

We invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective.

The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:

We are brave in the pursuit of better

We are collaborative and inclusive

We are always open-minded

We are from and for the community

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.