Strategic Account Manager

Job Description:

Strategic Account Manager

Location:

Remote, CA, USA

Our mission is to unlock human potential. We welcome you for who you are, the background you bring, and we embrace individuals who get excited about learning. Bring your experiences, your perspectives, and your passion; it’s in our differences that we empower the way the world learns.

About the Role:

The Strategic Account Manager (SAM) plays a critical role within a cross-functional POD—comprising an Account Manager and Customer Success Manager—focused on driving growth and delivering strategic value for key accounts across TA consortia, countries, and institutional portfolios. You’ll be responsible for strategic engagement, revenue growth, retention, and long-term planning. This role emphasizes collaboration, data-driven decision-making, and delivering value to clients.

You will report to the Regional Sales Director and manage a portfolio of 150–250 institutional accounts. Your focus will be on identifying opportunities, analyzing customer data, and driving growth across journal and non-journal offerings.

Key Responsibilities:

• Develop and execute strategic account plans aligned with client goals and company objectives.
• Serve as the primary point of contact for key accounts, ensuring consistent communication and service excellence.
• Lead value-based negotiations and structure renewals and multi-year agreements with a consultative approach.
• Analyze usage data and engagement metrics to identify risks, opportunities, and inform strategy.
• Maintain accurate CRM records and leverage tools for forecasting, reporting, and account planning.
• Build and nurture multi-level client relationships, acting as a trusted advisor and strategic partner.
• Manage a healthy sales pipeline, prioritize high-impact opportunities, and accurately forecast opportunities by monitoring deal progression and estimating potential revenue impact.
• Collaborate cross-functionally with internal teams to deliver tailored solutions and meet client needs.
• Co-develop long-term strategic plans with clients, aligning with market trends and business goals.
• Promote a data-informed, client-centric culture across the POD and broader commercial team.

What We’re Looking For:

• Bachelor’s degree in business, Marketing, Strategy, or related field; advanced degree a plus.
• 5–7+ years of experience managing strategic accounts and exceeding sales targets.
• Proven success in consultative sales and value-based selling.
• Strong collaboration and communication skills.
• Experience with CRM systems and data analysis tools.
• Ability to understand and address institutional client needs.
• Background in academic, publishing, or consortia-focused markets preferred.
• Willingness to travel up to 40% to meet with clients and attend industry events. 

About Wiley:

Wiley is a trusted leader in research and learning, our pioneering solutions and services are paving the way for knowledge seekers as they work to solve the world's most important challenges. We are advocates of advancement, empowering knowledge-seekers to transform today's biggest obstacles into tomorrow's brightest opportunities.

With over 200 years of experience in publishing, we continue to evolve knowledge seekers' steps into strides, illuminating their path forward to personal, educational, and professional success at every stage. Around the globe, we break down barriers for innovators, empowering them to advance discoveries in their fields, adapt their workforces, and shape minds.

Wiley is an equal opportunity/affirmative action employer. We evaluate all qualified applicants and treat all qualified applicants and employees without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, protected veteran status, genetic information, or based on any individual's status in any group or class protected by applicable federal, state or local laws. Wiley is also committed to providing reasonable accommodation to applicants and employees with disabilities. Applicants who require accommodation to participate in the job application process may contact tasupport@wiley.com for assistance.

We are proud that our workplace promotes continual learning and internal mobility. Our values support courageous teammates, needle movers, and learning champions all while striving to support the health and well-bein