Account Manager

Responsible for all aspects of new business development including, Account Management, account acquisition, executive overviews, needs assessments, proposal generation, and contract negotiations. Partner with internal stakeholders including appropriate Consultants, Content and Operations teams to communicate client needs as well establish synergies with Disney departments globally. Develop and manage individual Account plans, territorial development and individual sales budget to meet or exceed revenue targets for identified territory in support of overall long-term revenue growth. Solely responsible to ensure a qualified base of outbound and/or inbound (75% / 25% respectively) leads are generated through timely follow-up and communication with prospects to ensure properly filled qualified pipeline. Use industry expertise, knowledge and business understanding to effectively communicate the value of Disney Institute services to the industry/affiliations. Business Acumen, problem solving, executive interaction, Organization development, knowledge of the territory and knowledge of the learning and development industry is key. Affiliations (ASTD, SHRM) to represent the Walt Disney Company and contribute to the HR/Training industry is preferred. This positions will be responsible for specific regions and or vertical markets.
Minimum 5 years experience in B2B Sales and Account Management with consistent demonstrated success in meeting performance targets
Demonstrated Disney affinity
Ability to assess organizational, leadership, and training needs and develop solutions/programs to address
Ability to manage multiple Accounts and develop teams to support Account solutions
Ability to address and develop relationships at a senior/executive decision maker level, including Directors, VPs, and C-level Officers.
Aggressive selling style, while maintaining consistency with Counselor Sales approach
Ability to develop long-term relationships
Ability to articulate ROI on a service-based product sale to demonstrate value of partnering with us
Demonstrated strong negotiation skills that result in maximum revenue generation and legal/brand protection
Demonstrated strong networking, partnering, and influencing abilities
Demonstrated strong presentation (verbal and written communication) skills
Demonstrated organizational and planning skills
Proven ability to manage change, deal with multiple priorities, and handle confidential information
Demonstrated strong problem solving and creative thinking abilities
Excellent internal partnering skills
Demonstrated computer proficiency to ensure that proper and accurate CRM records are kept as well as working with Word, Excel, PowerPoint, and Outlook and MAC OS.
10 years experience in B2B sales or alliance role with consistent demonstrated success in meeting performance targets
Proven knowledge of Disney Institute Programs and offerings
Proven knowledge of Training and Development/Consulting Industry
Demonstrated proficiency with DSCS, Siebel, SAP
Organization Development and Industrial Engineering knowledge
Bachelor’s degree
Master’s Degree
©Disney is an equal opportunity employer. Drawing Creativity from Diversity.
At Disney, we‘re storytellers. We make the impossible, possible. We do this through utilizing and developing cutting-edge technology and pushing the envelope to bring stories to life through our movies, products, interactive games, parks and resorts, and media networks. Now is your chance to join our talented team that delivers unparalleled creative content to audiences around the world.
“We make magic.” That’s our motto at Walt Disney Parks and Resorts. And it permeates everything we do. At Disney, you’ll help inspire that magic by enabling our teams to push the limits of entertainment and create the never-before-seen!
Develop strong long-term B2B relationships that result in conversion of sales for Disney Institute products and services within a specified region to support strong revenue growth.©Disney is an equal opportunity employer. Drawing Creativity from Diversity.