Temporary Account Manager

ITHAKA’s mission is to expand access to knowledge and education around the world. Our services — JSTOR, Portico, and Ithaka S+R — enable people everywhere to learn, to grow, and to overcome barriers to education. In carrying out our mission, as employees we feel a deep responsibility to members of our community and to each other, and we are committed to building and sustaining a culture where everyone can thrive.

The Role

ITHAKA is looking for an organized and results-driven Temporary Account Manager to deepen relationships with higher education libraries and community colleges in the southeast region in order to sustain existing revenue and grow participation in new products and services.

The right candidate will be a proactive and reactive problem solver who is as comfortable presenting to library leadership as they are building a complex price quote in Excel. As an Account Manager, your top priorities will be serving the needs of your assigned accounts and forming relationships with key decision-makers and influencers. Through these relationships and top-notch account management you’ll work to grow participation in our existing products and build momentum for new services and business models we have in development.

In this role, you’ll have an exciting opportunity to work on the front lines of our community as JSTOR transforms to meet the changing needs of scholarly research and education.

Responsibilities

• Build relationships with key decision makers and influencers at assigned accounts through regular email, webinars, conferences, and in-person engagements.
• Grow the revenue at your assigned accounts for all ITHAKA-related products and services using a consultative selling approach.
• Maintain excellent and detailed knowledge of all ITHAKA products and services, with the ability to clearly and effectively communicate their value to your account base.
• Maintain up-to-date product, industry, and technical knowledge by reviewing professional publications, participating in professional societies, and drawing on learnings from professional networks.
• Become skilled on the trends within your assigned accounts and provide feedback and expertise back to the organization to inform cross-functional decision-making.
• Negotiate licensing terms and participation fees with prospective and current participants.
• Partner closely with your regional teammates to achieve mutual goals and success across your assigned accounts.
• Engage regularly with all assigned accounts to achieve assigned performance metrics.
• Provide top-tier account support in the form of managing license agreement negotiations, providing and interpreting account usage data, and order processing.
• Effectively and dynamically communicate JSTOR’s strategic direction to build awareness and help the organization achieve its transformational goals.
• Become skilled on the trends within your assigned accounts and provide feedback and expertise back to the organization to inform cross-functional decision-making.
• Diligently and effectively track your conversations and pipeline in ITHAKAs CRM to inform business commitments and revenue forecasting.
• 25% (1 week per month) travel to visit participating libraries and attend industry and company events required.

Experience and Skills

• BA/BS preferred; MBA/MLS or advanced degree a plus.
• At least two years of experience working in sales or relationship-building positions at a library vendor or digital publisher.
• Demonstrated aptitude for relationship building, strategic thinking, and product positioning.
• Original thinker who is adept at problem-solving.
•  Exceptional email, verbal, and written communication skills.
• Ability to effectively demonstrate digital content and platform tools.
• Knowledge of current academic library trends (experience working in a library, archive, or a library degree is a plus) and familiarity with the current digital landscape.
• High degree of adaptability operating in an environment of change and transformation.
• Experience managing a pipeline in a modern CRM solution.
• Proficiency in MS Word, PowerPoint, and Outlook; intermediate Excel skills including VLOOKUP and Pivot Tables preferred.

Work Authorization and Sponsorship

ITHAKA is not currently considering candid