Account Manager

Role Description

We are seeking an experienced Sales Account Manager responsible for selling research products, data insights, and consulting services to existing clients in Fortune 2000 companies. In this role, you will work with C-level executives (business and technology leaders) in the Oil and Gas, CPG, Utilities, Chemicals, and Government industries. This is an individual contributor role with travel required once Covid 19 restrictions are lifted.

You will engage in a consultative sales approach, meeting with C-suite executives to understand their highest priority initiatives. You will clearly articulate how Lux Research can deliver deeper market, technology, and business insights in support of their decision-making processes.

Responsibilities:

1. Develop sales and growth strategy for your accounts with focus on renewing and up-selling Lux services.
2. For some accounts you will be part of a global account team focused on delivering incremental value to Lux top global accounts.
3. Target and sell to senior management (Director, VP, C-level) in R&D, Business Development, Corporate Venturing, and/or Strategy and M&A.
4. Maintain an appropriate and accurate sales pipeline of adequate size to ensure quarterly quota achievement. Maintain pipeline information in the Lux CRM system (Salesforce).
5. Develop a complete understanding of the full suite of Lux Research intelligence and consulting offerings.
6. Identify our client’s business and technology issues and demonstrate Lux Research’s value. Develop client strategies that position Lux Research as a strategic resource.
7. Work collaboratively with a team including Business Development Reps, Customer Success Managers, Research Associates, Research Analysts, and Consultants.

Minimum Qualifications:

• 3+ years of successful selling experience with a proven track record of strong account management.
• BA/BS Degree
• Research/consulting sales experience, demonstrated experience with intangible sales (B2B)
• Experience managing and cultivating a sales pipeline, including multiple opportunities at various stages
• Experience finding new business opportunities in current book of business managing contracts $100K+

Desired Qualifications:

• MBA or equivalent
• Formal training in Miller-Heiman Complex Sales, Challenger Selling, or similar sales training a definite plus.
• True “Hunter-style” sales characteristics, motivated by seeking new use cases in their book of business
• Sold complex multi-year contracts in the Enterprise space.
• Ability to uncover the “unexpected value” and qualify opportunities.
• Excellent communication skills (verbal and written)
• Demonstrates strong detail orientation.
• Ability to identify and address the clients/prospects needs and/or connect the client/prospect with the appropriate resources to meet their needs
• Driven by activity and results; wants individual performance tied to compensation rewards.
• Ability to articulate trends, challenges, and issues to C-level executives.
• Comfort working in a fast-paced, rapidly evolving, entrepreneurial environment.
• Ability to demonstrate a moderately technical product to prospects
• Experience selling to customers in person and virtually

Lux Research is an Equal Opportunity Employer

Lux Research is an equal opportunity employer. In accordance with anti-discrimination law, Lux prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law. Lux Research conforms to the spirit as well as to the letter of all applicable laws and regulations.