Account Manager

Elsevier • Full-time • Remote (Remote from Arizona, United States of America) • $104,900 - $174,700 / year • 1m ago

Fast Facts

We are seeking an experienced Account Manager to drive new sales and renew existing contracts, focusing on consultative selling within academic and research institutions.

Responsibilities: Manage new sales and renewals for customer contracts, develop account strategies, ensure Salesforce accuracy, provide market feedback, and cultivate relationships with key stakeholders.

Skills: 3-5 years of sales experience, consultative solution sales approach, strategic account planning, and exceptional communication skills.

Qualifications: Experience in selling enterprise software, understanding research administration, and collaborating with senior-level executives are preferred.

Location: Home based in Arizona, United States

Compensation: $104900 - $174700 / Annually

Account Manager

Do you possess expertise in consultative selling, coupled with a background in navigating complex SaaS solutions?

Do you have experience partnering with Academic & Research institutions?

About the Role

As an Account Manager, you will be responsible for both New Sales and the renewal of existing customer contracts.

The main focus of New Sales is to expand our A&G Solutions business by identifying new customer prospects and opportunities for upselling and cross-selling within our current customer base.

The primary focus of renewal management is to nurture and expand our existing customer relationships. Using both internal and external resources, your goal is to maximize the value we deliver to customers, ensuring their satisfaction and retention. You will collaborate with key stakeholders such as Customer Success Managers (CSMs), Product Management, and Marketing with the goal of achieving high renewal rates. West Region – OR, CA, WA, AZ

Responsibilities

Attaining bookings targets for our Research Intelligence solutions portfolio.
Applying a consultative approach to client needs, translating them into pragmatic propositions and aligning them with the company's sales strategies and internal policies.
Formulating and executing account strategies that address diverse needs across all levels of accounts.
Ensuring the continuous accuracy of Salesforce records, regularly reviewing sales results and forecasts through tools like Clari and other sales enablement tools.
Gathering, monitoring, and evaluating information, providing valuable market feedback to the business to enhance product development and refine the Go-To-Market strategy.
Actively participating in trade shows and conferences, with predefined outcomes.
Integrating and synthesizing information derived from various sources to inform decision-making processes.
Cultivating and nurturing relationships with key decision-makers and influencers at the customer level to actively support Elsevier's strategic objectives.

Requirements

Possess a minimum of 3-5 years of direct sales experience, demonstrating expertise in a consultative, complex solution-sales approach.
Operate seamlessly on operational, tactical, and strategic levels, showcasing a successful track record in expanding business with customers.
Exhibit self-motivation and drive, with a proven history of selling technology and solutions.
Demonstrate a genuine passion for cultivating relationships with a diverse range of internal and external stakeholders, including senior-level executives.
Showcase proficiency in strategic account planning and management, with the ability to connect the dots within customer institutions.
Experience in selling enterprise software within an international matrixed organization.
Possess a background in or collaboration with research administration and management functions, showcasing knowledge in regional or national research programs, collaboration networks, and key leaders.
Excel in communication, both verbal and written, and deliver compelling presentations with exceptional skills.

U.S. National Base Pay Range: $104,900 - $174,700. Geographic differentials may apply in some locations to better reflect local market rates.

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