Role Description Reporting to the Director, Sales Operations, the Institutional Account Manager supports revenue growth within an assigned territory by sourcing new subscription sales, securing renewals, and expanding existing accounts. You’ll play a key role in building strong relationships with institutional clients while identifying opportunities for growth through upselling and reading and publishing agreements. This position also supports internal sales efforts through reporting, data analysis, and collaboration across teams. This is a newly established role for the territory, with travel currently anticipated to be up to 10% annually, though requirements may change as the role evolves. This role is part of the Strategy & Growth team and does not have direct reports. This is a great opportunity for someone early in their sales or account management career who is eager to learn, build client relationships, and grow within a mission-driven publishing organization. - Drive revenue growth within an assigned territory by meeting or exceeding subscription sales targets and maintaining strong renewal and retention rates. - Identify, source, and develop new subscription sales opportunities while maintaining an active and robust pipeline of prospective institutional clients. - Manage and renew existing accounts to sustain and grow revenue, ensuring high levels of client satisfaction and retention. - Identify and execute opportunities to upsell additional products, services, and enhanced subscription offerings to existing clients. - Negotiate, secure, read and publish agreements, including open access and bundled deals, aligned with organizational goals. - Conduct virtual presentations and product demonstrations to prospective and existing clients. - Build and maintain strong relationships with key stakeholders, including librarians, researchers, and institutional administrators. - Collaborate cross-functionally with internal teams, including Marketing, Editorial, and customer service, to support client needs and maximize account growth. - Track, analyze, and report on sales activities, territory performance, and market trends, ensuring accurate and timely reporting. - Analyze account information with guidance to identify trends and opportunities. - Contribute to additional projects and initiatives as required to support the broader Strategy & Growth team. Qualifications - Bachelor’s degree or diploma and experience in sales, business development, or account management, or an equivalent combination of education and experience. - Experience working with post-secondary institutions, libraries, librarians, subscriptions, and/or publishing are strong assets. - Digital aptitude with the ability to proactively identify and solve problems. - Demonstrated ability to thrive in a dynamic, complex environment. - Proven ability to work both independently and collaboratively within a team setting. - Creative, solution-oriented mindset with the ability to think critically and approach challenges in innovative ways. - Excellent presentation, communication, and time management skills. Benefits - Fully remote work (within UK) with a flexible work environment and generous leave allowance. - Ongoing learning and development opportunities. - A small team where your work makes a real impact. - The anticipated salary range for this position is GBP £45,000 to £55,000. - The starting salary will be determined based on the successful candidate’s skills and abilities. - The successful candidate will be engaged by CSP as an independent contractor.

• Grow new acquisitions and existing customer business within assigned SMB territories: Saudi Arabia and Pakistan. • Be accountable for monthly revenue goals through deal qualification, prior customer engagement, and value-based positioning of Sophos solutions. • Understand end-to-end deal flow processes, including the roles and responsibilities of cross-functional support teams, to quickly resolve issues. • Ensure quotes and other sales-related tasks are processed in a timely, efficient, and accurate manner while maintaining compliance with internal policies. • Use Clari and Power BI tools to manage the weekly sales funnel and assigned sales metrics. • Communicate effectively and efficiently with customers, partners, and distributors to progress assigned tasks. • Achieve agreed quarterly sales goals and performance indicators, including daily standards for the number of tasks handled and closed. • Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and Sales Engagement tools. • Add value to the channel business through best-in-class partner support, driving new logo and cross-sell campaigns with a strong growth mindset.

• Manages the fulfillment of celebrity and sports-related wishes, acting as a primary point of contact between Make-A-Wish chapters and talent representatives, including agents, publicists, and team PR managers.  • Delivers high-touch customer service to Make-A-Wish chapters and international affiliates, ensuring all logistics are handled with empathy, professionalism, and responsiveness.  • Coordinates multiple aspects of the wish experiences, including scheduling, talent communication, onsite support (where-needed), and contingency planning.  • Builds and maintains relationships with key entertainment and sports contacts to support ongoing and future wish opportunities.  • Ensures that wish experiences are tailored to the unique needs and preferences of each wish child and family, with close attention to medical, mobility, or scheduling requirements.  • Leads cross-functional planning and logistics for wishes involving athletes, celebrities, influencers, or media properties, ensuring alignment with Make-A-Wish brand values.  • Maintains and updates Salesforce CRM records, tracking wish statuses, follow-ups, and industry engagement; generates reports to support planning and workload management.  • Attends select events and wish experiences, providing onsite support and relationship management when appropriate; identifies and deploys local volunteers when travel is not feasible.  • Collaborates with internal and external teams to gather stories and visuals from wish experiences for potential media and promotional use, obtaining all necessary approvals and releases.  • Creates and maintains celebrity and talent contact profile database.

• Fulfill the role of trusted advisor on Dun & Bradstreet solutions through the development of strong, positive relationships with clients • Build senior level executive relationships with partners to achieve revenue growth and partner satisfaction objectives within targeted partner portfolio and prospects • Maintain and grow the revenue stream for partner retention, upsell and cross-sell opportunities • Create compelling use cases for potential partners. These are longer sales cycles requiring extensive pre-sales efforts to establish credibility, map out solution architecture, validate value proposition, and test • Prospect, qualify, negotiate, close and initiate the implementation of new partnerships and ensuring they monetize • Meet annual revenue goals through new partner acquisition and growing existing partnerships • Act as the quarterback on new opportunities and are responsible for bringing in appropriate resources into the opportunity • Establish and maintain expertise in prospective partner use cases; participate in industry focus groups, conferences, or any other meetings for industries in which he/she is prospecting • This role is intended for a professional who has wide-ranging experience