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EMEA Account Manager

Entrepreneurial Sales Candidates Needed (Hybrid-style candidates)

Lux Research is seeking qualified Sales Representative candidate to conduct both renewal and new business sales interactions with senior-level executives within specific European institutional accounts. Account Managers conduct consistent and meaningful live interactions with all contacts and are evaluated against overall institutional contract value (CV) growth.  We are seeking sales candidates who are comfortable and experienced in driving new sales by identifying and selling to new buying centers in established member institutions.

Responsibilities:

  • Create customized account plans for each institution, mapping their business units with Lux’s value proposition to identify CV growth strategies for both existing and potential clients within current and new buying centers within the member institution.
  • Utilize existing client relationships to navigate and obtain referrals within the institution and generate/contact new business leads.
  • Build relationships with clients/prospects through demonstration of in-depth client knowledge, understanding of specific client needs/priorities and application of surface-level research solutions. Navigate Lux Research client offerings on behalf of the institution, ensuring the appropriate product is provided to meet the client need.
  • Educate members/prospects on the benefits of Lux Research products and services through compelling articulation of our business model and value proposition.
  • Collaborate with Product Specialist/Analyst teams to ensure targeted and substantive content solution delivery.
  • Evaluate prospects' business needs and present appropriate mix of Lux Research products.
  • Determine appropriate tactics to drive urgency in buying cycle, including trials/ meetings/ teleconferences, guest website access, etc.
  • Develop and maintain accurate sales pipeline in SalesForce; accurately progress business opportunities through the buying cycle of our institutional clients.

Desired Skills & Experience:

  • Minimum of 3-5 years demonstrated B2B sales success, selling and servicing research & consulting services to large institutional members with a proven track record.  Experience selling into Europe or globally highly desired.
  • Ability to meet personal and team monthly, quarterly, and annual financial goals.
  • Fluency in a European language is a plus.
  • Ability to work non-traditional business hours (early morning) for timely interaction with European based clients.
  • Ability to travel to Europe for business (to meet with Europe based clients) on a regular basis.
  • Interpersonal and business intelligence to uncover hidden opportunities for up-sell and cross selling opportunities and overcome obstacles to grow accounts. Able to think quickly on one’s feet.
  • Excellent relationship-building skills; comfort in cold calling and soliciting referrals.
  • Ability to communicate with, influence, and convince C-level executives.
  • Deep affinity with and intellectual curiosity about the impact of emerging technology on organizations of all kinds. Content focused.
  • Ability to learn substance of research quickly.
  • Ability to diagnose prospect/member needs and identify relevant resources.
  • Effective organization and time management skills.
  • Experience working with and operating in Salesforce desired. Familiarity and confidence developing and presenting in MS PowerPoint needed.
  • Eagerness to work in a fast-paced, rapidly evolving, entrepreneurial environment.
  • A good sense of humor is a major plus.

This is an individual contributor role with no management responsibilities. 
We are seeking candidates local to the Boston area.
Demonstrable new business acquisition experience is required.

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