Licensing Manager

Working closely with senior stakeholders and cross-functional teams, the Licensing Manager will gain broad exposure to institutional sales strategy, Open Access and evolving licensing models, market development, and strategic account management. This is an ideal opportunity for an experienced commercial professional looking to take greater ownership of strategic accounts, influence business growth, and develop their career within a global scholarly publishing organization.

Role Responsibilities:

• Demonstrates a strong track record of achieving and exceeding revenue targets by driving customer growth, retention, cross-selling, upselling, and expansion opportunities.

• Maintains a strong customer-centric approach, developing a deep understanding of customer needs and delivering tailored solutions that create long-term value.

• Builds and cultivates trusted relationships with senior stakeholders across academic institutions, research organizations, government agencies, consortia, and other strategic accounts.

• Demonstrates strong knowledge of Springer Nature’s products and services, including subscription and licensing models, Transformative Agreements, Open Access solutions, and emerging licensing approaches.

• Takes ownership and proactively drives strategic opportunities throughout the full sales cycle, from opportunity identification and solution development through negotiation, contracting, implementation, renewal, and expansion.

• Uses market, customer, and competitive intelligence to identify emerging opportunities, anticipate market developments, and translate insights into actionable business and sales strategies.

• Applies a consultative approach to understand customers’ institutional priorities, research environments, and business needs, developing tailored solutions that address their challenges and objectives.

• Communicates complex information and value propositions clearly and persuasively through strategic presentations, business reviews, product demonstrations, and senior-level customer meetings.

• Demonstrates strong commercial and negotiation capabilities, effectively managing complex discussions involving pricing, contract terms, multi-year agreements, consortium arrangements, Transformative Agreements, and other licensing models.

• Demonstrates strong commercial and financial understanding, with the ability to manage sales pipelines, revenue forecasts, renewal risks, strategic account plans, and overall business performance.

• Demonstrates resilience and persistence in navigating complex and long sales cycles, challenging negotiations, customer issues, and changing market conditions while maintaining momentum toward business objectives.

Experience, Skills & Qualifications:

Essential

• Bachelor’s degree or equivalent.

• Minimum 5 years of successful B2B sales, business development, or account management experience, preferably within publishing, information services, technology, or other knowledge-based industries.

• Demonstrated experience managing complex institutional sales cycles and negotiating high-value contracts or licensing agreements.

• Strong understanding of subscription, licensing, and digital content business models.

• Proven ability to develop and maintain senior-level relationships with customers and key stakeholders.

• Strong consultative selling, negotiation, influencing, and business development skills.

• Strong analytical and commercial acumen, with the ability to interpret market intelligence and translate insights into business opportunities.

• Excellent verbal and written communication and presentation skills.

• Strong stakeholder management and cross-functional collaboration skills.

• Fluent in English, both written and spoken.

• Proactive, commercially driven, collaborative, and capable of working independently in a target-oriented environment.

• Availability for regular travel within the territory and occasional international travel.

Desirable

• Experience in STM publishing, academic content, research intelligence, scholarly communications, or related information solutions.

• Experience working with academic libraries, research institutions, government organizations, or institutional consortia.

• Knowledge of Open Access, Transformative Agreements, and evolving scholarly communication and licensing models.

• Experience with complex or strategic account management and multi-stakeholder negotiations.

• Experience using CRM systems such as Salesforce and strong proficiency in Excel and other business reporting tools.

• Experience with consultative sales methodologies such as SPIN or equivalent.

• Experience coaching or supporting junior sales/account management colleagues.

How to Apply
Please submit your English CV through the official Springer Nature job posting:

At Springer Nature, our mission is to be part of progress – and that begins with inclusion: of people, perspectives, and ideas. We believe that diverse perspectives drive progress, and we are committed to creating an environment where people and ideas can flourish. If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. Find out more about our DEI work here https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion

For more information about career opportunities in Springer Nature please visit https://springernature.wd3.myworkdayjobs.com/SpringerNatureCareers/

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