Key Account Manager
Corporate Executive Board - Arlington, VA

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Description

CEB

(NYSE: CEB) is the leading member-based advisory company. By combining the best practices of thousands of member companies with our advanced research methodologies and human capital analytics, we equip senior leaders and their teams with insight and actionable solutions to transform operations. This distinctive approach, pioneered by CEB, enables executives to harness peer perspectives and tap into breakthrough innovation without costly consulting or reinvention. The CEB member network includes more than 16,000 executives and the majority of top companies globally.

We are currently seeking a

Key Account Manager

to join our Key Accounts Team. Key Account Managers are responsible for a portfolio of products across multiple practices within a select territory of 15-20 accounts. Key Account Managers are responsible for growing the CEB footprint through both renewal of current memberships as well as securing new membership contracts. Key Account Managers are also responsible for growth through introduction of CEB services outside of their direct portfolio, This can include, but is not limited to Academies, SHL, Valtera, SEC Solutions, Iconoculture, and TowerGroup. Key Account Managers engage with their clients both via phone and at the client location, and are evaluated against overall institutional contract value growth.

Responsibilities include, but are not limited to:
Work directly with the Key Accounts Director to drive new business and renew existing business within named accounts

Build relationships with members/prospects through demonstration of in-depth institutional knowledge, understanding of specific institutional needs/priorities and application of surface-level research solutions to drive business value

Navigate the full suite CEB’s membership offerings on behalf of the institution, ensuring the appropriate product is provided to meet the member need through a team selling approach

Educate members/prospects on the benefits of CEB's products and services through compelling articulation of our business model and value proposition

Create customized account plans for each institution, outlining business value and CV growth strategies for existing and potential memberships within the institution.

Collaborate with Advisory Specialist to ensure targeted and substantive content solution delivery.

Utilize existing member relationships to navigate within the institution and generate/contact new business leads.

Evaluate prospects' business needs and present appropriate mix of CEB products that are best able to deliver business value

Qualifications

Basic Qualifications:
Bachelors Degree required

5 years business to business sales experience

Ability to travel in excess of 50-75%

Preferred Qualifications:
Excellent relationship-building and Challenger sales skills

Willingness to work outside the strict job description parameters, thinking creatively about how to provide the highest level of business value to each client

Superior interpersonal skills

Ability to present self professionally and intelligently to C-level prospects/members

Ability to successfully negotiate and close a membership and membership bundles across buying centers

Ability to conduct substantive content discussions with senior-level contacts

Exceptional ability to immediately establish one’s credibility with senior executives

Ability to learn substance of a broad terrain (approx. 20 programs) of research quickly

Ability to negotiate price points

Ability to meet personal and team monthly, quarterly, and annual financial goals

Ability to diagnose prospect/member needs and identify relevant resources

Demonstrated poise and grace under pressure

Demonstrated initiative and resourcefulness

MBA, JD, or other graduate degrees preferred

For more information on other exciting opportunities, please visit our

Careers

page.

CEB is an Equal Opportunity Employer.

Job

Mid - Level Roles

Primary Location

USA-DC OFFICE-Arlington

Corporate Executive Board - 18 months ago - save job - block
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