Responsibilities - Owns the ABM target account universe across Consumer Health verticals — from initial TAM scoping down to a prioritized set of 40–50 critical accounts for one-to-one and one-to-few engagement - Builds and maintains account scoring framework covering strategic fit, revenue opportunity, growth potential, and engagement signals — ensuring resources focus on accounts with highest expansion potential - Maps full stakeholder landscape within each named account: economic buyers, influencers, end users, and new personas for cross-sell (e.g. CMOs, Chief Data/Insights Officers, Regulatory Affairs leaders) - Critically: plans ABM programs 18–24 months ahead of anticipated decision or renewal cycles - Designs and executes integrated one-to-one programs for highest-value named accounts with fully customized messaging, outreach sequences, and content - Develops one-to-few cluster programs for accounts with shared vertical characteristics (e.g. pharma companies with active COA or drug development mandates) - Builds always-on account engagement programs — replacing reactive, event-triggered outreach with sustained multi-channel presence across email, LinkedIn, direct outreach, events, and content - Ensures all account communications maps explicitly to the account's known business priorities, messaging must be outcome-led (e.g. drug approval speed, trial cost reduction, research ROI) - Integrates events into ABM journeys as touchpoints — with pre/during/post event sequences - Works in tight daily alignment with commercial sales team — attends pipeline reviews, contributes to account planning sessions, and co-owns account expansion targets - Partners with business development and field sales on new business development opportunities within existing account relationships - Champions ABM methodology and performance across both Marketing and Sales leadership — building understanding and buy-in for the long lead times ABM requires - Provides regular account-level reporting to commercial leadership: engagement trends, pipeline influence, and expansion opportunity signals - Works closely with Content Marketing to brief and deploy account-specific content assets — including case studies, white papers, webinars, and executive engagement pieces - Adapts Wiley's core commercial narratives (Applied Research Intelligence, Audience Solutions, COA) into account-specific messaging that speaks to individual account's strategic context - Ensures content deployed in ABM programs shifts to business outcome framing — targeting buyer personas (CMOs, Chief Data Officers) - Identifies and fills content gaps per account: demo environments, case studies, and ROI evidence are currently missing for key verticals - Uses Salesforce as the primary account intelligence and activity tracking platform — segments by job title, domain, account intent, and engagement history - Leverages tools for contact database expansion, persona identification, and intent signal monitoring within target accounts - Tracks account engagement, marketing-influenced pipeline, and expansion revenue