Senior Relationship Manager, North America

Note: APA operates on a 37.5-hour work week with one-hour lunch breaks each day. APA sets salaries based on several considerations, including years of relevant experience, level of education, and previous staff and/or governance experience at APA.

The Senior Relationship Manager, North America is responsible for achieving annual revenue targets for APA Publishing databases across assigned institutional (library) markets. This senior sales role will, in collaboration with a large cross-functional team, develop and implement annual strategic sales plans to achieve product revenue and customer acquisition targets. The Senior Relationship Manager has direct ownership of all assigned consortia as well as individual institutions utilizing APA's hosted platform and provides consultative sales strategy to APA Publishing's three primary platform vendor partners selling on APA's behalf.

Education and Experience:

• Bachelor's degree is required; MBA/MLIS preferred.
• Minimum of 7 years in database, e-journal, and/or e-book sales to academic libraries, with a demonstrated record of success managing relationships involving library consortia.
• Minimum of 3 years working with third-party sales and channel partners.
• A demonstrated record of success selling to decision makers at academic, corporate, and/or government institutions.

Ideal Traits:

• Demonstrated ability to "see the forest as well as the trees"; develop an overall strategy incorporating all the component parts or variables within that strategy.
• Familiarity with Account Based Marketing (ABM) practices.
• Demonstrated problem-solving skills incorporating data-driven decision making.
• Proven ability to achieve results against set objectives in a fast moving, dynamic environment.
• Self-motivated and self-directed.
• Multi-tasker who can effectively prioritize and manage many projects simultaneously.
• Polished and professional demeanor.
• Strong written and oral communication skills
• Enthusiasm for learning.
• A self-starter who can work in a highly collaborative environment.

Computer Skills Required:

• Microsoft Office Suite
• Intermediate Excel quantitative analysis
• Salesforce or similar CRM

Responsibilities:

• Achieve annual revenue targets for assigned products, markets, and channels.
• Develop and execute annual sales market plan by product, customer type, and channel.
• Execute best-of-industry consultative sales practices including customer needs assessment, opportunity identification, solution proposal, presentation, and successful close.
• Develop and maintain relationships with buying influences or decision makers at all levels.
• Exercise creativity and independent thought in developing sales strategies.
• Optimize revenue growth through new customer acquisition, current customers gap analysis, and subscription retention.
• Develop and maintain accurate and robust opportunities pipeline for renewals and new sales.
• Collaborate with marketing sales operations and product management to optimize sales support activity.
• Represent APA publishing at industry conferences and customer events.
• Travel up to 25%.
• Other duties as assigned.

About APA:

The American Psychological Association (APA) represents 146,000 psychologists, students, and affiliates, primarily in the U.S. and Canada but also in other countries around the world. APA is a scientific and professional organization with about 500 employees and is categorized as a 501(c)(3) along with its 501(c)(6) companion organization, APA Services, Inc.

Job Location: Remote: APA jobs may be considered for remote work eligibility as defined in APA's Flexible Work Policy and are subject to approval. Remote work employees may not work from the following states or U.S. territories: Alaska, California, Colorado, Guam, Hawaii, Iowa, Louisiana, Montana, Nebraska, New York, North Dakota, Ohio, Puerto Rico, Rhode Island, U.S. Virgin Islands, Washington, Wyoming.

Application Instructions:

Qualified candidates must apply online through APA's applicant system and attach a resume and cover letter specifying your salary expectations. Applications that are submitted without both documents are considered incomplete and will not be reviewed for consideration. Once your application is submitted, you will receive a confirmation email. Please make sure to check your Spam folder if you do not receive an email from us.

The American Psychological Association is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, national origin, disability, protected Veteran status, sexual orientation, gender identity, or any other protected categories covered under local law.

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