Inside Account Manager, Academic and Government
Are you passionate about building strong customer relationships and helping academic and government institutions achieve their research, teaching, and learning goals?
Do you enjoy consultative selling, uncovering customer needs, and delivering solutions that create meaningful impact?
About the Role
As an Inside Account Manager, you will manage a portfolio of academic and government customers, serving as a trusted advisor throughout the customer lifecycle. You will be responsible for driving customer engagement, subscription renewals, adoption of Elsevier solutions, and strategic growth opportunities across a defined territory.
Working collaboratively with field account managers, product specialists, customer consultants, and internal business partners, you will develop long-term relationships with library leaders, researchers, faculty, administrators, and government stakeholders to support their research, teaching, and learning objectives while contributing to Elsevier's business growth.
Responsibilities
Manage a portfolio of academic and government accounts, building long-term relationships with customers and serving as their primary inside sales contact.
Drive customer retention by managing subscription renewals, identifying risks, and developing strategies that maximize customer value and long-term partnerships.
Conduct proactive customer outreach through phone, email, virtual meetings, and digital engagement to strengthen relationships, increase product adoption, and uncover expansion opportunities.
Understand institutional priorities, research initiatives, funding environments, and collection development needs to recommend solutions aligned with customer objectives.
Identify opportunities to expand Elsevier's portfolio, including journal subscriptions, eBooks, databases, research intelligence solutions, AI-enabled products, and workflow tools.
Develop pricing proposals, renewal strategies, and business cases while negotiating within established pricing and commercial guidelines.
Manage the complete sales process from opportunity identification through forecasting, proposal development, contract execution, and post-sale follow-up.
Partner closely with Field Account Managers to execute strategic account plans and coordinate customer engagement across complex accounts.
Collaborate with Product Specialists, Customer Consultants, Marketing, and Customer Success teams to deliver exceptional customer experiences.
Maintain accurate account plans, opportunity pipelines, forecasts, and customer activity within Salesforce and other CRM systems.
Monitor market trends, competitive activity, higher education funding, and government research priorities to identify new growth opportunities.
Meet or exceed assigned renewal, revenue, and growth objectives while maintaining a high level of customer satisfaction.
Qualifications
Bachelor's degree or equivalent experience.
Experience in account management, inside sales, customer success, or consultative B2B sales.
Experience working with academic institutions, libraries, government agencies, research organizations, or other knowledge-based customers is preferred.
Strong consultative selling, relationship management, and customer engagement skills.
Excellent communication and presentation skills with the ability to interact effectively with librarians, faculty, researchers, procurement professionals, and institutional leaders.
Demonstrated ability to manage multiple customer relationships and prioritize competing demands in a fast-paced environment.
Experience using Salesforce or similar CRM platforms to manage pipelines, forecasts, and customer engagement.
Strong analytical skills with the ability to interpret customer usage, trends, and business needs to develop strategic recommendations.
Proven ability to negotiate and manage subscription renewals while identifying opportunities for revenue growth.
Highly collaborative with the ability to work across cross-functional teams to deliver customer-focused solutions.
Work in a Way That Works for You
We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance, and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
Working Pattern
Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive.
About the Business
A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
Primary Location Base Pay Range: Home based-Ohio $56,600 - $94,400. Total Target Cash Range: $87,000 - $145,100. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.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 in inside sales, account management, customer success, or consultative B2B sales.
- Strong communication, presentation, negotiation, and relationship-building skills.
- Proven ability to manage multiple opportunities and prioritize competing demands in a fast-paced sales environment.
- Experience using CRM platforms (Salesforce preferred).
- Experience with Microsoft Office applications.
- Demonstrated ability to meet or exceed sales quotas and performance objectives.
- Strong analytical and problem-solving skills with the ability to interpret customer needs and recommend appropriate solutions.
- Ability to maintain accurate customer records, opportunity data, and sales activities within CRM systems.
Elsevier Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Elsevier and has not been reviewed or approved by Elsevier.
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Leave & Time Off Breadth — Feedback suggests paid time off spans vacation, holidays, sick days, bereavement, military leave, and volunteer time. Family-related leave options are also emphasized as part of the package.
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Healthcare Strength — Feedback suggests medical, dental, vision, life insurance, wellness initiatives, and an EAP form a comprehensive health offering. Gym support and wellbeing hubs reinforce an ongoing health and wellness focus.
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Retirement Support — Feedback suggests retirement programs include a 401(k)/retirement plan and pension options, with long-term savings vehicles such as an employee stock purchase plan also available. These elements contribute to a sense of financial security beyond base pay.
Elsevier Insights
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.
