Research Account Manager
Do you possess expertise in consultative selling, along with experience navigating complex SaaS solutions, data analytics, and Artificial Intelligence?
Do you have experience partnering with academic and research institutions, including U.S. Government National Labs and agencies?
About the Team
Our Academic & Government team helps communities accelerate knowledge for a better world. We support the creation, discovery, and advancement of knowledge by turning scientific discoveries into peer-reviewed insights, hosting the world’s richest corpus of knowledge, enabling users to unlock insights from content, and measuring the quality and impact of research—ultimately turning insights into outcomes.
About the Role
Account Managers – Research (AMs) are responsible for retaining and growing Elsevier's journals and books business across a defined portfolio of academic and research institutions through renewals, upsell / cross-sell, and new sales. AMs are responsible for managing customer relationships and leveraging internal and external resources to drive growth. AMs will work closely with Account Executives based on the account and go-to-market strategy.
Pre-sale: Responsible for developing account plans to support revenue goals, including identifying key stakeholders, understanding the budget process, and conducting SWOT analysis, account risk assessment, and opportunity planning. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager - Solutions.
Sales: Conducts needs analysis, qualifies leads, and progresses new business through the sales stages to close.
Post-sales: Ensures a timely, process-driven handoff to CSM. Works closely with CSM to leverage customer insights and drive additional sales activities.
Renewals: Manages and closes renewals on time and on budget, maximizing cross-sell and upsell opportunities through early planning, risk assessment, and effective use of resources to minimize risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.
Responsibilities
- Achieve revenue targets for journals and books across new business and renewals.
- Annual account planning and execution (jointly with Account Executive where required)
- Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
- Maintain accurate and timely pipeline, activity, and forecast data in Salesforce.
- Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
- Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives.
Requirements
- Bachelors degree or equivalent experience required; advanced degree preferred
- 3+ years of sales or account management experience, including account planning, account growth, and cross-sell/upsell.
- Experience selling content, technology, or similar offerings preferred
- Experience working with academic, research, or institutional customers preferred
- Able to operate at operational, tactical, and strategic levels.
- Self-motivated and driven.
- Ability to manage competing priorities from various stakeholders.
- Demonstrated ability to build strong relationships with multiple internal and external stakeholders, including senior-level decision makers.
- Proven communication (verbal and written) and presentation skills.
- Experience working in a global, highly matrixed organization.
Work in a Way That Works for You
We promote a healthy work-life balance and offer flexible working options. Our benefits include wellbeing initiatives, shared parental leave, study assistance, and sabbaticals—supporting both your immediate responsibilities and long-term goals.
Working for You
We offer a comprehensive benefits package, including:
Health benefits: medical, dental, and vision coverage
Retirement benefits: 401(k) with match and Employee Share Purchase Plan
Wellbeing: wellness platform, Headspace subscription, and Employee Assistance Programs
Insurance: short- and long-term disability, life, accidental death, critical illness, and hospital indemnity
Family benefits: parental leave, adoption, and surrogacy support
Savings accounts: HSA, FSA, dependent care, and commuter benefits
Paid time off, plus volunteer and Employee Resource Group participation days
About the Business
As a global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes. By combining trusted content with advanced analytics, we support research, education, and clinical practice. At Elsevier, your work contributes to solving global challenges and building a more sustainable future.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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Skills Required
- Experience selling into the U.S. Federal Government
- 3-5 years of direct sales experience, focusing on consultative, complex solution selling
- Proven ability to operate at operational, tactical, and strategic levels with account growth
- Exceptional renewal strategy and negotiation capability for complex ScienceDirect situations
- Proven territory ownership and account planning discipline
- Ability to lead conversations with senior customer stakeholders
- Understanding of ScienceDirect, journals, e-books, and LeapSpace products
What We Do
Elsevier is a world-leading provider of information solutions that enhance the performance of science, health, and technology professionals, empowering them to make better decisions, and deliver better care. Because informed decisions lead to better outcomes, Elsevier is a leader in information and analytics for customers across the global research and health ecosystems. Elsevier helps researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. We do this by facilitating insights and critical decision-making for customers across the global research and health ecosystems.
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