Account Manager (Disney Institute)

For over 35 years, Disney Institute has helped business professionals learn the Disney approach to customer and employee experiences. Rooted in powerful business insights on leadership, creativity, employee engagement, and quality service, the Disney approach highlights stories and examples of our culture of excellence across the Walt Disney Company. Disney Institute helps professionals, teams, and organizations around the world adapt and apply these business insights to improve their own experiences. Disney Institute offers professional development in-person and virtually through public courses, private engagements for groups and advisory services for entire organizations. Disney Institute's mission centers on delivering world-class, immersive stories though impactful content, inspiring participants from across the globe.

Part of Disney Signature Experiences, Disney Institute is highly visible within The Walt Disney Company as well as externally, and we are on a path to growing the business. We are seeking our next Account Manager (Sales Manager) role that will support Disney Institute. You will develop strong long-term B2B relationships that result in the conversion of sales for Disney Institute products and services within a specified vertical to support strong revenue growth. You will be responsible for all aspects of new business development including, Account Management, account acquisition, executive overviews, needs assessments, proposal generation, and contract negotiations.

This role is considered on-site, in the office (Celebration, FL) 4 days a week, Monday – Thursday, and remote/WFH on Friday.  This may change based on business needs.

You Will/Responsibilities:

• Partner with internal stakeholders including appropriate Consultants, Content and Operations teams to communicate client needs as well as establish synergies with Disney departments globally.

• Develop and manage individual Account plans, vertical/industry development, and individual sales budgets to meet or exceed revenue targets for identified verticals in support of overall long-term revenue growth.

• Solely responsible to ensure a qualified base of outbound and/or inbound leads are generated through timely follow-up and communication with prospects to ensure a 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 industries, and knowledge of the learning and development industry are key.  

• This position will be responsible for specific verticals. Verticals may include Retail. Healthcare, Transportation, Financial, Sports/Entertainment/Tech and more.

You Will Have/Required Qualifications:

• 5+ years’ experience in B2B Sales and Account Management with consistently demonstrated success in meeting performance targets

• Demonstrated experience in business development, proven ability to identify new business opportunities, lead generation, developing relationships with clients, and creating strategies to grow the business. Experience in commercial sales including industry knowledge and contacts in one or more of the following verticals: Retail, Healthcare, Transportation, Financial, Sports/Entertainment/Tech

• Ability to develop long-term relationships and generate leads to identify, qualify, and nurture potential customers for Disney Institute services

• Ability to articulate ROI on a service-based product sale to demonstrate the value of partnering with us 

• Experience developing business plans and strategies to reach new business opportunities

• Experience conducting ongoing market research and competitor analysis 

• Presentation experience including creating in PowerPoint/Keynote and presenting to prospective clients and internal executives/leadership. Strong presentation (verbal and written communication) skills

• 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 (C-Suite)

• Proven aggressive selling style, while maintaining consistency with the Counselor Sales Approach

• Demonstrated strong negotiation skills that result in maximum revenue generation and legal/brand protection as well as experience with networking, partnering, and influencing abilities

• 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 and organizational & planning skills

• Demonstrated computer proficiency to ensure that proper and accurate CRM records are kept as well as working with Word, Excel, PowerPoint, Outlook, and MAC OS

Preferred Qualifications:

• 7+ years’ experience in B2B sales or alliance role with consistently demonstrated success in meeting performance targets

• Experience selling a learning experience or understanding of learning and development products

• Proven knowledge of the Training and Development/Consulting Industry

• Demonstrated proficiency with DSCS, Siebel, SAP

• Organization Development and Industrial Engineering knowledge

• Knowledge and understanding of Disney Institute Programs and offerings

Required Education:

Bachelor’s degree or equivalent work experience

Additional Information:

Benefits and Perks: Disney offers a rewards package to help you live your best life. This includes health and savings benefits, educational opportunities and special extras that only Disney can provide. Learn more about our benefits and perks at https://jobs.disneycareers.com/benefits.