Account director - Open Athens Commercial

JOB TITLE: Account Director - Remote

Jisc Grade: CRG3

Salary: Total Potential earnings £55,000 - £57,000 per annum (including OTE commission)

 depending on experience

Hours: 35 hours per week

Contract: Permanent

Reports into: Head of Account management

Location: Remote: Predominantly remote working but regular travel is required to Jisc offices.  Meeting in person is something we value so you will be required to travel to team meetings in any of the Jisc office locations. This role also requires extensive travel to customers and events globally.

About Jisc:

Jisc is the UK digital, data and technology agency focused on tertiary education, research, and innovation. We are a not-for-profit organisation with a big ambition to improve lives through education and research by providing hardware, software, and networking solutions. Our talented people bring their own unique skills and experience to empower our members and customers with the technology they need to succeed. Take your next career step with us and you can make a real difference to the education and research sectors.

About the team:

This exciting role sits in OpenAthens, who facilitate access to online resources by acting as a single sign-on (SSO) solution, breaking down barriers to knowledge by providing secure access to e-books, databases, and e-journals.  

Part of Jisc since 2019, OpenAthens is a Software as a Service (SaaS) suite of technology products, with in-house product, development, marketing, sales and customer support teams. 

The OpenAthens commercial team are key to delivering our ambitious growth plans worldwide and maintaining our high customer retention rates with libraries and publishers. Our strategic goal is to double the number of OpenAthens subscribers over the next 5 years.

About the role:

As an Account Director, you will leverage your extensive experience in account management across both the public and private sectors, including consortia and channel management. You will be a proactive account grower with a proven track record of managing complex accounts. Your exceptional communication skills and ability to build and maintain strong relationships with key stakeholders will enable you to become a strategic partner in the authentication space.

Responsibilities will include, but are not limited to:

Key Account Management:

• • Grow revenue and develop key customer relationships
  • Manage complex customer renewals pipeline and regularly report on it to internal stakeholders
  • Implement strategic account plans for key customers, execute and ensure they are updated on the CRM
  • Serve as the strategic customer voice for product development
  • Conduct regular meetings with key accounts to become a partner in their strategy
  • Understand customer’s complex product setups and their interactions with the OpenAthens Federation.
  • Record all customer interactions in Salesforce
  • Mentor junior team members

Public Sector Contracts and procurements:

• • Oversee and manage public sector contracts, ensuring compliance and exceptional service
  • Conduct regular service review meetings.
  • Expand presence within the public sector.
  • Negotiate contract terms and manage bid responses for major client procurements.
  • Maintain a master response document for procurements.

Consortia Management:

• • Manage relationships with consortia, ensuring all stakeholder needs are met.
  • Enhance consortium engagement and satisfaction.
  • Coordinate with internal teams for seamless service delivery.

Partner Channel Management:

• • Collaborate with partners on joint initiatives.
  • Monitor and evaluate partnership performance

Key Skills and Experience required:

• Extensive experience in commercial account management sales, public sector contracts, private and channel sales management, with a proven track record managing complex relationships and negotiating high-value contracts.
• Experience in technical SaaS sales with SSO/Authentication an advantage
• Ability to work independently and as part of a team.
• Willingness to travel regularly to hub offices, customers, events in the UK and abroad.
• Leadership or mentoring skills, with exposure to customer experience training
• Excellent communication, presentation, and interpersonal skills is essential
• Strong analytical and strategic planning skills

Don’t meet every single requirement?

We know that sometimes people can be put off applying for a job if they think they can’t tick every box, so we encourage you to apply even if you do not meet 100% of the requirements, but you feel this role is perfect for you. You may be just the right candidate for this or other roles!

Why work for us?

At Jisc, every role is vital, and every person matters. We want you to feel like you’re part of something bigger. We support learning throughout your career and offer chances to grow, develop new skills, and make a real difference in education and research.

We believe that balancing your personal and professional life is key to happiness and fulfilment. We embrace flexible working, focusing on results rather than hours spent at a desk. It's not about where you work, but how you create a flow that energizes both your work and home life.

Take a look at our fantastic benefits! We offer:

• Flexible work pattern, which can adapt to suit your schedules and personal commitments
• 31 days annual leave (plus bank holidays) that includes three closure days over Christmas plus the opportunity to buy up to an additional 5 days leave during the flexible benefits window
• Generous flexible pension schemes
• A comprehensive 24/7 mental health support package, including coaching and appropriate counselling or specialist therapy, with no predetermined limit on the number of sessions you can access
• Annual Jisc performance award
• A range of wellbeing lifestyle benefits including company paid health care cash plan, mental health first aiders and support
• A company culture of continuous learning with access to thousands of LinkedIn Learning courses, and lots of resources and opportunities to support your development
• Allocated allowance of up to £250 to equip your home office
• Financial well-being support including access to preferential loan and savings plans, mortgage advice, will writing tools and support and resources to help you make the most of your money
• The opportunity to donate to charity tax-free with our Payroll Giving benefit
• Salary sacrifice - Electric Car Lease Scheme, Cycle to work and SmartTech (buy the latest technology and white goods products, spreading the cost over up to twelve months, direct from your salary and interest-free) subject to terms and conditions and available upon request
• A wide range of discounts and cashback from retailers and big-name high-street stores
• Family friendly policies including enhanced parental, maternity and paternity and co-parental leave as well as opportunity for career breaks
• Support your volunteering with up to 3 days volunteer leave
• Specsavers corporate eye care scheme including free eye test vouchers and up to £70 towards new glasses for VDU use
• Life assurance cover

Equity, diversity and inclusion:

Jisc believe our people make all the difference in cultivating an inclusive culture that welcomes ideas, encourages innovation, and values belonging.

We work hard to create an equitable experience for our candidates and workforce which embraces all aspects of their identity including race and ethnicity, religion and belief, sex, gender identity, sexual orientation, trans identities, age, class, disability, neurodivergence, or veteran status.

Application process:

Please let us know how we can best accommodate you throughout the recruitment process. We’re committed to making our process accessible and comfortable for everyone - just tell us what works best for you.

Just so you know, we review CVs as soon as we can and aim to provide an update on your application within 4 weeks of receiving it.  However, you may hear from us a lot sooner, so please keep an eye out for our emails or calls! 

We’re really looking forward to getting to know the real you. While we encourage the use of AI tools to help you get started on your CV or cover letter, we encourage you to review your application before submitting. Make sure it truly reflects your own voice, experiences, and personality.

If you are currently a Jisc employee, please apply through your Dayforce Employee profile.

We have a thorough background screening process that verifies the details you share with us in your CV and your application. Any inaccurate information supplied during the application stages can lead to a job offer being withdrawn. 

Sponsorship:

Jisc has an active sponsor licence to recruit on a Skilled worker visa basis. Candidates wishing to apply who require sponsorship should determine the likelihood of obtaining a Certificate of Sponsorship for the role by assessing their circumstances against the relevant Home Office criteria. Jisc does not offer any financial re-imbursement towards the applicant costs, such as re-location, skilled worker visa and dependant costs or the immigration health charge.

No agencies please.