Account Manager

This position will require you to be in Cleveland, OH

We are in a hybrid schedule, 2 days on campus and 3 days WFH

The Account Manager's responsibilities include building and nurturing strong relationships with OverDrive and Kanopy partners by helping them develop their digital collections, while also maximizing OverDrive’s sales and market share. This position represents the primary relationship with partners in the ongoing support and management of their OverDrive and Kanopy service.

Responsibilities

• Be knowledgeable on all relevant OverDrive and Kanopy products, services, and features.
• Serve as the partners’ primary contact for questions, concerns, and requests and delegate as appropriate.
• Drive revenue growth in assigned territory based on set targets. Consistently meet or exceed monthly / quarterly / annual quotas.
• Demonstrate a strong focus on customer retention, including being proactive in managing the contract renewal process.
• Provide consultative selling to maximize the value proposition to the partner.
• Work collaboratively with Digital Content Librarians and Product Support Specialists to ensure the best service is provided to each partner.
• Assist partners with identifying and reallocating new budget sources to increase spending on digital content.
• Drive demand in assigned territory through focused calls (Zoom and telephone), office hours, webinars, email campaigns, and other innovative methods. Meet assigned engagement metrics.
• Regularly travel to key accounts to present partner performance and collection development data and product/feature updates.
• Participate in weekly meetings with management to present progress toward goals and collaborate on sales strategies.
• Proactively follow up and nurture upsell new opportunities.
• Develop and maintain understanding of assigned territory and partners within. This includes having conversations with partners around budgets.
• Address each customer inquiry by providing proper information and solutions based on the partner’s individual needs and interests.
• Maintain the highest level of customer satisfaction with accounts in assigned territory.
• Attend select tradeshows and industry events in assigned territories.
• Maintain data of partner information into Salesforce. Maintain a pipeline to help forecast and manage budget for accounts on a monthly / quarterly / annual basis.
• Assist as needed on new business sales.

Requirements

• Bachelor’s degree in related field, or equivalent experience.
• 1-3 years of consultative sales experience.
• Confident, proactive, and energetic; professional and team-oriented sales approach.
• Superior customer service skills.
• Excellent time management and organizational skills.
• Ability to manage cross group relationships within OverDrive (i.e., business development, marketing, product management, and development, etc.).
• Team player.
• Superior communication and interpersonal skills.
• Strong presentation skills.
• Must acquire and maintain knowledge of OverDrive's products and strategies, competitors,and software/mobile devices.
• Outstanding Microsoft Office skills.

What’s Next

As you’ve probably guessed, OverDrive is a place that values individuality and variety. We don’t want you to be like everyone else, we don’t even want you to be like us—we want you to be like you! So, if you're interested in joining the OverDrive team, apply below and tell us what inspires you about OverDrive and why you think you are perfect for our team.

OverDrive values diversity and is proud to be an equal opportunity employer..