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 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. U.S. National Base Pay Range: $65,600 - $109,200. Total Target Cash Range: $100,900 - $168,200. Geographic differentials may apply in some locations to better reflect local market rates. If performed in New York, the base pay range is $72,100 - $120,200, the total target cash range is $111,000 - $185,000.If performed in New York City, the base pay range is $78,700 - $131,100, the total target cash range is $121,100 - $201,900.If performed in Rochester, NY, the base pay range is $65,600 - $109,200, the total target cash range is $100,900 - $168,200.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. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120. Criminals may pose as recruiters asking for money or personal information. We never request money or banking details from job applicants. Learn more about spotting and avoiding scams here. Please read our Candidate Privacy Policy. We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. USA Job Seekers: EEO Know Your Rights. Elsevier is a global leader in advanced information and decision support for science and healthcare. We believe that by working together with the communities we serve, we can shape human progress to go further, happen faster, and benefit all. We support continuous discovery and uphold the highest standards of content integrity, reliability, and reproducibility so the communities we serve can advance their field of science, healthcare or innovation with confidence. By combining high-quality content with powerful analytics, we transform complexity into clarity and deliver mission-critical insights that help professionals make better decisions when it matters most. We deliver insights that help research institutions, governments, and funders achieve their goals. We help researchers discover and share knowledge, collaborate, and accelerate innovation. We help librarians provide verified, quality information to universities. We help innovators turn knowledge into new products. We help health professionals improve patient care and educators train the next generation of doctors and nurses. Connecting quality content and innovative technologies, we make progress go further and happen faster. And by championing inclusion and sustainability, we ensure progress benefits all. With 9,500 employees, over 2,300 technologists in 5 major tech hubs, and more than 60 locations across the globe, we are committed to supporting the scientific and healthcare communities around the world. We offer a diverse range of opportunities across technology, commercial, business, and early career jobs. If you are looking for a career that inspires progress in science, innovation and health, and allows you to grow every day, find your team at Elsevier. Elsevier is part of RELX Group. Let’s shape progress together. Join us. elsevier.com/about/careers