Senior Team Lead, Digital Sales

We are looking for a Senior Team Lead, Digital Sales. This is a hybrid Account Manager and Team Lead position. You will lead and coordinate sales activity for an assigned territory, utilizing expertise, and working with colleagues in Sales Development, Product Sales, Renewal Account Managers, Product Management, and Marketing to meet and exceed sales targets. This individual draws on deep product, sales, and Company knowledge to develop others and lead key projects. This person also takes on some managerial responsibilities for the team in this hybrid role. If this sounds like an opportunity you are interested in, then we would love to talk to you!

About You - experience, education, skills, and accomplishments

• Bachelors' degree or equivalent, relevant work experience
• 5+ years of experience in sales, with a proven track record of success in managing high value, strategic accounts and generating new business
• 5+ years of experience working with SalesForce or another equivalent system
• 1+ years of experience in a team lead or supervisory role

It would be great if you also had...

• Knowledge of Clarivate business, clients and products, with ability to clearly articulate value proposition for products, and respond to inquiries about product functionality
• Strong sales negotiation skills at every level of client organizations, with experience influencing and selling to the highest level decision maker
• Ability to select, coach and develop sales talent
• Ability to assess the sales process and request participation from leadership when required
• Ability to analyze, evaluate, and draw meaningful conclusions and action plans from data, and ability to accurately forecast, as well as generate and report on key sales metrics.
• Strong interpersonal skills, and ability to build and maintain strong relationships with a diverse blend of personalities and levels of authority to reach resolution
• Working knowledge of formal sales methodologies (i.e.: Challenger, Miller Heiman)

What will you be doing in this role?...

• Own an assigned territory and territory plan coordination, work closely with product specialists, trainers, and renewal teams to develop an overall plan to grow long term revenue
• Influence and motivate others in a matrixed sales organization to drive towards shared goals
• Focus on new, renewal, and transactional business to expand Clarivate's footprint within the territory; typically serving as primary point of contact to engage clients
• Leverage relationships with influencers/decision makers to drive lead generation and sales activity
• Manage full portfolio forecast (renewals and new business) including specialty products and content; work closely with product specialists and support teams to ensure forecast accuracy
• Maintain strong working knowledge of products especially in core content
• Ensure client satisfaction and issues are resolved; relying on product specialists to drive specialty product issues and working with colleagues in customer service and technical support
• Enter activity and files into SalesForce.com to ensure collaboration and full communication.
• Coach and develop designated team member(s) to achieve or exceed their sales targets. May conduct mid-year and annual reviews with team members
• Conduct forecast reviews with team members and support them to help advance and close sales opportunities
• Provide support and information to sales leadership in forecasting, win/loss analysis, key deals, and other metrics
• Participate in trainings and learning opportunities focused on appropriate manager level skill set development.

About the Team

Our Digital Sales team sits within the Academica & Government Sales organization and is comprised of 10 colleagues. We are passionate about helping public libraries, K12 schools, community colleges and special libraries achieve their goals. What we do matters to libraries and their patrons. Our products and solutions help pave smoother paths to learning and enable research that helps lifelong learners and community members think forward.

Hours of Work

• Full time, permanent
• Although duties are typically performed during normal business hours, occasional off-hours may be required
• Hybrid position in Ann Arbor (2-3 days a week in the office)
• Up to 10% travel is required

Clarivate is an Equal Opportunity Employer Vets/Minorities/Women/Disabled