Sr Account Executive, Medical

EBSCO Information Services (EBSCO) delivers a fully optimized research experience, seamlessly integrated with a powerful discovery platform to support the information needs and maximize the research experience of our end-users. Headquartered in Ipswich, MA, EBSCO employs more than 2,700 people worldwide, with most embracing hybrid or remote work models. As an AI-enabled service leader, we thrive on innovation, forward-thinking strategies, and the dedication of our exceptional team. At EBSCO, we're driven to inspire, empower and support research. Our mission is to transform lives by providing reliable and relevant information - when, where and how people need it. We're seeking dynamic, creative individuals whose diverse perspectives will help us achieve this global, inclusive mission. Join us to help make an impact.

• Meet or exceed assigned sales targets and revenue goals by developing new business and identifying opportunities to expand existing customer relationships through upgrades, cross-sell, and additional solutions.

• Manage a healthy pipeline of sales opportunities, in partnership with relevant AMC AE/RSM teams and sales support specialists, from identification and qualification through proposal, negotiation, and close.

• Develop and execute account and territory strategies designed to increase sales and strengthen EBSCO's position within healthcare institutions.

• Build and maintain trusted relationships with key customer stakeholders, including information specialists, clinicians, procurement professionals, knowledge and information managers, and executive decision-makers.

• Take a consultative approach to understanding each customer's goals, workflows, challenges, and information needs, and connect those needs to appropriate EBSCO products and solutions.

• Generate activity in direct selling situations through telephone, email, and virtual meetings, including prospecting, discovery conversations, live product demonstrations, trials, presentations, and related follow-up.

• Develop a strong understanding of EBSCO's products and solutions, how they work together, and how they support the research, clinical, and information needs of healthcare organizations.

• Understand the competitive landscape, market trends, and customer priorities and use that knowledge to effectively position EBSCO solutions and sell against competition.

• Participate in developing customized product offerings, proposals, pricing, and agreements for new and existing customers while exercising sound judgment and working within established business guidelines.

• Respond effectively to marketing-generated leads and proactively develop new opportunities within assigned accounts and territories.

• Coordinate with internal teams to help resolve customer questions and issues, ensuring an effective customer experience and appropriate follow-through throughout the sales and renewal process.

• Keep CRM and account-management systems accurate and current by consistently documenting customer interactions, opportunities, activities, pipeline status, and next steps.

• Collaborate closely with relevant AMC AE/RSM teams, Sales Support, Marketing, Customer Satisfaction, and other internal partners to manage all aspects of the sales process and help EBSCO better understand and meet the needs of healthcare customers.

• 7+ years of sales experience in related industries

• 5+ years of demonstrated success achieving sales milestones and revenue targets or 3+ years of directly related sales results.

• Demonstrated ability to manage customer relationships and sales opportunities across the customer lifecycle, including prospecting, new business, renewals, and account expansion.

• Excellent communication and presentation skills, with the ability to build credibility, develop relationships, and influence decision-makers at multiple levels within an organization.

• Knowledge of the healthcare, medical information, library, research, or clinical information marketplace, including an understanding of the technology, content, and workflows that support healthcare organizations.

• Strong consultative and solution-selling skills, with the ability to uncover customer needs and develop solutions for complex information and research environments.

• Strong drive, strategic thinking, curiosity, and collaboration skills.

• Ability to manage multiple priorities while developing thoughtful, long-term account and territory plans.

• Strong analytical and problem-solving skills, with the ability to use customer, pipeline, and market data to inform sales strategies and decisions.

• Confidence exercising independent judgment and making sound decisions in complex customer and commercial situations.

• Ability to quickly learn new products, technology, market dynamics, and customer workflows and translate that knowledge into customer value.

• A results-driven approach coupled with the ability to work independently and collaboratively across a broader sales team.