Research Account Manager

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<