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"description": "<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">NOTE: This position can work from our office in Alexandria, Virginia or remotely</span></span></p>\n<p><br></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">POSITION OVERVIEW</span></span></p>\n<p><span style=\"font-size: 10pt\">Reporting to the Regional Sales Manager, and as an integral part of Questel’s Sales Team, this role is responsible to drive revenue growth in the Intellectual Property, Innovation, and Legal market segments by achieving both new business and renewal quota on a quarterly basis. The Key Account Managers also liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of Questel solutions according to customer needs, as well as contributing to securing and maintaining a healthy and strong pipeline of new business.</span></p>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">PRINCIPAL DUTIES & RESPONSIBILITIES (Essential Functions)</span></span></p>\n<p><span style=\"font-weight: bold\"><br></span><br></p>\n<ul>\n<li><span style=\"font-size: 10pt\">Primarily responsible for managing a group of Questel’s existing top tier clients and develop new accounts</span></li>\n<li><span style=\"font-size: 10pt\">Maintain existing client revenue and aggressively grow revenue to maximize Questel’s share of client spend</span></li>\n<li><span style=\"font-size: 10pt\">Build strong client relationships, working directly with decision-makers and key influencers at each client </span></li>\n<li><span style=\"font-size: 10pt\">Follow up and advance revenue growth through a consultative sales process to identify and effectively communicate with decision makers within an organization</span></li>\n<li><span style=\"font-size: 10pt\">Establish revenue and profit goals and expand revenue opportunities with existing key clients, working directly with client decision-makers and budget holders</span></li>\n<li><span style=\"font-size: 10pt\">Build sustainable relationships with key clients through open and interactive communication</span></li>\n<li><span style=\"font-size: 10pt\">Educate clients on all existing and new offerings</span></li>\n<li><span style=\"font-size: 10pt\">Assist in development of proposals for key clients</span></li>\n<li><span style=\"font-size: 10pt\">Service, support and ensure satisfaction with key clients in collaboration with our SME, help desk and Operations</span></li>\n<li><span style=\"font-size: 10pt\">Understand key competitors and how our service offering can provide a superior experience to our clients</span></li>\n<li><span style=\"font-size: 10pt\">Provide an exceptional client experience through continuous contact and follow through</span></li>\n<li><span style=\"font-size: 10pt\">Actively contribute to organizational learning by providing and tracking resolution for client feedback to internal stakeholders</span></li>\n<li><span style=\"font-size: 10pt\">Prepare and implement an Annual Account Revenue Growth Plan for each client</span></li>\n<li><span style=\"font-size: 10pt\">Keep records of client interactions in the company CRM</span></li>\n<li><span style=\"font-size: 10pt\">Perform other functions as necessary or assigned</span></li>\n<li><span style=\"font-size: 10pt\">Work on special projects and other duties as assigned by management</span></li>\n</ul>\n<p><br></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">QUALIFICATIONS AND SKILLS</span></span></p>\n<p><em><span style=\"font-size: 10pt\">To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.</span></em></p>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">Education and Experience:</span></span><span style=\"font-size: 10pt\"> Bachelor’s degree or equivalent work experience required, with a minimum of two (2) years’ experience in a business-to-business account management environment preferably in SaaS, Services, IP/Innovation and/or Legal domain. </span></p>\n<p><br><br></p>\n<ul>\n<li><span style=\"font-size: 10pt\">Exceptional analytical, organizational, oral and written communication skills</span></li>\n<li><span style=\"font-size: 10pt\">Demonstrated ability to communicate, present and influence credibly and effectively at all levels of an organization, including executive and C-level</span></li>\n<li><span style=\"font-size: 10pt\">Demonstrated experience in both SaaS and Services </span></li>\n<li><span style=\"font-size: 10pt\">Excellent listening, negotiation, and presentation skills</span></li>\n<li><span style=\"font-size: 10pt\">Proficiency in Microsoft Office, Sales Force and advanced Excel skills</span></li>\n<li><span style=\"font-size: 10pt\">Account and team management experience and skills</span></li>\n<li><span style=\"font-size: 10pt\">Ability to work independently with minimal supervision and as part of a team</span></li>\n<li><span style=\"font-size: 10pt\">Ability to interact with Corporate and law firm customers, understand their needs, create solutions, and grow revenue</span></li>\n<li><span style=\"font-size: 10pt\">Motivation/willingness to take initiative, engage with clients and complete assignments</span></li>\n<li><span style=\"font-size: 10pt\">Participate in a culture of responsiveness to strengthen relationships and ensure the needs and time of others are met and respected </span></li>\n</ul>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">SUPERVISION RECEIVED </span></span><span style=\"font-size: 10pt\">- </span><span style=\"font-size: 10pt\">Supervision is provided by the Sales Director</span></p>\n<p><br></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">SUPERVISION EXERCISED </span></span><span style=\"font-size: 10pt\">– </span><span style=\"font-size: 10pt\">No direct reports</span></p>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">PHYSICAL/SENSORY/MENTAL DEMANDS:</span></span></p>\n<p><span style=\"font-size: 10pt\"> </span><em><span style=\"font-size: 10pt\">The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.</span></em></p>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<ul>\n<li><span style=\"font-size: 10pt\">Consistently standing and/or sitting </span></li>\n<li><span style=\"font-size: 10pt\">Travel required – able to travel to client facilities including overnight stays</span></li>\n<li><span style=\"font-size: 10pt\">Consistently operating a computer and other office productivity machinery</span></li>\n<li><span style=\"font-size: 10pt\">Remembering names and details </span></li>\n<li><span style=\"font-size: 10pt\">Maintaining confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients </span></li>\n</ul>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">ADDITIONAL REQUIREMENTS</span></span></p>\n<ul>\n<li><span style=\"font-size: 10pt\">Verification of identity and criminal records check</span></li>\n</ul>\n<p><span style=\"font-size: 10pt\"> </span></p>\n<p><span style=\"font-weight: bold\"><span style=\"font-size: 10pt\">DISCLAIMER</span></span></p>\n<p><em><span style=\"font-size: 10pt\">Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.</span></em></p>\n<p><br></p>\n<p><span style=\"font-size: 10pt\"><span style=\"font-weight: bold\">Questel</span> is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.</span></p>",
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