Note: The job is a remote job and is open to candidates in USA. Wiley is a leading organization focused on transforming knowledge into impact. The Corporate Subscription team is seeking a strategic sales professional to manage key corporate accounts and develop new business opportunities, utilizing a consultative sales approach to address customer needs with tailored solutions.

Responsibilities

• Develop and implement effective territory sales plans to consistently meet and exceed revenue targets, uncover customer needs and create and maintain a network of stakeholder relationships across several personas
• Build comprehensive account strategies that identify cross-sell and upsell opportunities to grow account revenue
• Manage existing account relationships while prospecting for new business opportunities
• Identify key account stakeholders and implement strategies to grow and expand relationships
• Create data-driven strategies to successfully reach new business opportunities
• Apply a structured solution selling methodology — including rigorous discovery, business case development, and multi-threaded stakeholder management — to progress complex deals from qualification through close
• Build compelling commercial proposals that connect the customer's AI or research workflow challenge to a specific Wiley solution, with clear articulation of ROI and risk mitigation ​
• Execute data-driven negotiation processes and facilitate conversations to drive stakeholder consensus
• Demonstrate skilled negotiation abilities to close business by utilizing solutions from across the product portfolio
• Forecast and effectively manage pipeline in CRM systems, following established sales processes
• Analyze data to support successful agreement outcomes
• Act as the primary point of contact for assigned accounts and clients
• Maintain regular contact with clients to understand their goals and objectives
• Use a consultative and value selling approach to suggest appropriate solutions
• Proactively seek to understand customers' needs and develop proposals accordingly
• Partner with Customer Success to ensure customers derive measurable value from Wiley collaboration
• Deliver exceptional customer service, consistently exceeding customer expectations
• Complete in-depth customer research, leveraging various sources to understand customer needs
• Seek out market insights and trends to inform sales strategies
• Use research to tailor outreach and plan for customer meetings
• Stay current on competitor sales and licensing approaches
• Represent Wiley at targeted industry conferences and customer events
• Stay up-to-date with new trends in the industry
• Work with cross-functional teams (Marketing, Product, Customer Success) to develop complex solutions, including bespoke solutions where standard offerings require adaptation
• Ability to deliver high-stakes presentations to drive value message while addressing customer needs and budget concerns
• Communicate with legal on consistent basis to unlock workstreams to move agreements through proper stages
• Demonstrate high attention to detail when completing projects
• Contribute and share insights and ideas with team members and other internal stakeholders
• Exhibit strong leadership with sales and marketing colleagues

Skills

• 3+ years of B2B sales experience, with demonstrable success selling complex, multi-stakeholder solutions to corporate clients in a research-intensive sector (pharma, biotech, chemicals, engineering, or adjacent)
• Proven track record selling to corporate clients, particularly in research-intensive industries
• Experience handling artificial intelligence applications in research and corporate environments
• Proven experience in account management and business development
• Proven record of strong sales results against quarterly and annual targets
• Ability to self-motivate and work on own initiative and/or as part of a team
• Creative and innovative thinking with ability to embrace change
• Strategic perspective that goes beyond short-term gains
• Problem-solving ability to manage complex sales processes
• Strong interpersonal and communication skills
• Ability to confidently communicate and present internally and externally
• Sales-oriented mindset to achieve financial targets
• Ability to work in cross-functional groups
• Willingness to travel (up to 30%)
• Background in management consulting, scientific advisory, or a customer-facing solutions architect role where diagnosing complex organizational problems preceded any commercial recommendation is desirable
• Existing knowledge of R&D workflows in pharma drug discovery, materials science, food regulatory science, industrial chemicals or other relevant industry

Benefits

• We offer meeting-free Friday afternoons allowing more time for heads down work and professional development
• Through a robust body of employee programing we facilitate a wide range of opportunities to foster community, learn, and grow
• We are committed to fair, transparent pay, and we strive to provide competitive compensation in addition to a comprehensive benefits package

Company Overview

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