Job Information
POLITICO Associate Account Manager, Primary Accounts Segment, Professional Subscriptions in Arlington, Virginia
Description
POLITICO’s mission from the very beginning was to win the audience. We dedicate ourselves to providing accurate, non-partisan, impactful information to the right people at the right time so that they can act with confidence and speed. We experiment to avoid being disrupted and we have fun disrupting others. And we are not afraid to risk failure if it means being the best at what we do.
POLITICO’s suite of offerings under Professional Subscriptions includes POLITICO Pro, E&E News, and Agency IQ. The Professional Subscriptions team is responsible for selling, renewing, and servicing POLITICO Pro and E&E News.
POLITICO Pro (https://www.politicopro.com/) is POLITICO's subscription service that arms policy professionals with in-depth policy reporting and a portfolio of tools they need to get the job done. Almost 30,000 policy professionals rely on POLITICO Pro to help them stay informed quickly, act confidently, and communicate effectively.
E&E News (https://www.eenews.net/) is POLITICO’s subscription service that provides original, compelling, and non-partisan journalism on energy and environmental issues that keep professionals informed and a step ahead.
POLITICO’s Professional Subscriptions Account Management team embodies POLITICO’s culture, which is defined by grit, total integrity, and a prioritization on innovation. Our Associate Account Managers focus on providing high-quality customer service while driving revenue through upsells and renewals.
The Primary Accounts segment represents smaller accounts within our client base that collectively contribute significant revenue through their sheer number and renewal consistency. These accounts represent a diverse range of industries, regions, and business sizes which is beneficial to the business by expanding market reach and mitigating risk. Representing 1/3 of our business, these accounts will be an innovative, automated driver of revenue. Isolating and treating this set of diverse accounts differently is necessary to accomplish our growth goals.
What You’ll Do:
Manage and maintain a volume of 290-300 clients and accounts by providing customer service and client success during renewal conversations and upsell opportunities
Conduct initial meetings with new clients to on-board and train them on how to navigate the platform, organize their content, and get the most out of their subscription
Conduct product walk-throughs with existing and new users to add value to their subscriptions during renewal conversations and various other points
Grow accounts and research organizations through upselling and additional opportunities in the market
Focus on Customer Lifetime Value and efficiently nurture the long tail relationships and yield significant returns in the form of extended customer lifecycles and increased lifetime value.
Serve and renew this group of clients at scale
How You’ll Do It:
Build and maintain client relationships by following up with anniversary calls, gathering feedback, and keeping clients up to date on product updates and new platforms to ensure clients are getting the most out of their relationship with POLITICO
Employ a results-oriented customer-service work ethic that renews a $2M+ contract pool to 90%+ renewal and 25%+ growth rates
Properly diagnose prospect pain points and recommend how Pro and E&E News could be a valuable solution
Maintain pipeline through Salesforce and update team lead/manager across various stages of the sales cycle
Meet regularly with your manager for coaching, revenue and client updates, and feedback
Team Culture:
The Professional Subscriptions Sales team is constantly striving to learn new skills from each other and from regular team trainings. We are customer-centric in our approach and thinking about how to better serve our clients while also successfully growing the business. Our people give their best efforts to hit and work to exceed revenue goals. The team is focused on the collective win and celebrate individual and team success together. You will be working closely with other members of the sales team as well as our Professional Subscriptions product and marketing teams.
Who You Are:
The Primary Accounts Associate Account Manager is process-oriented, has meticulous attention to detail, and can think critically and innovatively to provide best in class service to our clients at scale.
This individual is a self-starter and quick learner, is proactive and excited by a challenge, and thrives in a fast-paced environment managing competing priorities. You maximize your time to prioritize high-impact activities, and proactively identify opportunities to scale.
The Primary Accounts AAM is impeccably organized and recognizes the critical importance of data accuracy in creating efficiencies – Salesforce and data accuracy is in your DNA.
What You’ll Need:
1-2 years of experience in sales, preferably with a SaaS or subscription service product
B.A/B.S preferred
Mastery of Salesforce or other CRMs to manage pipeline, data, and processes
Proven success in consistently hitting and/or achieving revenue targets and quotas
Commercial skills and business acumen
We are driven by our values. We are relentless contributors, disruptors of the status quo, collaborators, talent cultivators and DEI stewards. Our culture is defined by grit, total integrity and a prioritization on innovation.
We value our people. Click here (https://www.politico.com/blogs/meet-politico/2017/08/24/faq-241910) for more on what we offer and what it’s like to work for POLITICO.
Let’s keep in touch. You can view our list of open positions here (https://recruiting.ultipro.com/PER1013PCLL/JobBoard/b972ff6a-41b7-4e97-9c71-273c2595c77d/?q=&o=postedDateDesc) and email us careers@politico.com. We hope to see your application soon!
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)