Consortia Key Account Manager, Institutional Partnerships

Frontiers; London; Hybrid; GBP 50,000 - 70,000; Full time

Job summary

A leading research publisher in London seeks a Consortia Key Account Manager to drive growth across key institutional accounts. This role involves managing complex negotiations and aligning resources to support Open Access missions. Ideal candidates will have over 5 years in institutional sales, particularly within academic settings, and the ability to negotiate large agreements. The position offers a hybrid working model and various benefits.

Benefits

4 additional wellbeing days

Access to learning platforms

Free online yoga classes

Employee assistance plan

Volunteering days

Qualifications

• 5+ years in institutional sales, preferably in academic publishing.
• Strong background in Open Access or STEM-related technologies.
• Experience managing multi-stakeholder sales cycles of 9-18 months.

Responsibilities

• Execute the global sales plan across assigned consortia.
• Own and manage key relationships with top-tier universities.
• Gather insights from stakeholders to inform sales tactics.

Skills

Strategic account planning

Exceptional communication

Data analysis

CRM proficiency

Tools

Salesforce

HubSpot

Job description

Who we are

We are on a mission to make all science open, enabling the research community to develop the solutions we all need to live healthy lives on a healthy planet.

Frontiers is one of the world’s largest and most impactful research publishers, dedicated to making peer-reviewed, quality-certified science openly accessible. Our articles have been viewed 4 billion times, reflecting the power of research that is open for all.

Follow the links below to learn more about our work.

www.frontiersin.org/about/annual-reports

www.youtube.com/watch?v=87ejFfnQzko

What we can offer you

At Frontiers our working model for new roles is hybrid, offering flexibility to work from home while staying connected through our office hubs in key locations. This approach reflects our commitment to productivity, trust, and a collaborative team culture.

We provide a range of benefits across our global locations, including but not limited to:

• 4 additional wellbeing days in addition to existing annual leave allowance

• Access to learning platforms and dedicated learning & development time

• A range of wellbeing initiatives, including free online yoga classes and an employee assistance plan

• Employees can dedicate three days each year to volunteer

• Additional benefits depending on your location (e.g. pension plan and private medical care)

Role Summary

As a Consortia Key Account Manager, you will drive growth across key institutional accounts by leading strategic outreach, managing complex negotiations, and aligning internal resources to support Frontiers' Open Access mission. You'll play a critical role in shaping and executing our global consortia sales strategy, with autonomy to innovate and lead in a dynamic environment.

Key Responsibilities

Sales Leadership & Execution

• Execute the global sales plan across assigned consortia and territories.
• Tailor strategies using insights from accounts and regional dynamics.
• Meet or exceed personal sales targets; provide accurate forecasts and data analysis.
• Craft compelling value propositions for libraries, institutions, and researchers.

Account Management & Relationship Development

• Own and manage key relationships with consortia, top-tier universities, and research organizations.
• Lead high-value negotiations, including consortia and national-level deals.
• Act as a trusted advocate and ambassador for Frontiers in the library and scholarly communication communities.

Market Intelligence & Strategic Development

• Gather insights from stakeholders and market data to inform sales tactics and product development.
• Provide feedback from consortia to influence and support strategic planning.

Cross-functional Collaboration

• Work closely with Public Affairs, Product, Marketing, and Account Development teams to align efforts.
• Ensure smooth onboarding, renewal, and account development across internal functions.

Innovation & Autonomy

• Use independent judgment to identify opportunities and optimize strategies.
• Contribute to ongoing improvements in tools, processes, and partner experience.

Success Metrics

• Achievement of sales targets and revenue growth.
• New and renewed institutional partnerships.
• Positive representation of Frontiers in the consortia and library ecosystem.

Who You’ll Work With

Internal: Global Sales, Market Strategy, Account Development, Public Affairs, Product, Publishing, CX.
External: Academic libraries, universities, research consortia, funders, policy makers, and institutional leaders.

What You Bring

Experience & Knowledge

• 5+ years in institutional sales, ideally within academic publishing or higher education.
• Strong background in Open Access or STEM-related technologies.
• Experience managing multi-stakeholder sales cycles (9–18 months) and closing large, complex deals.
• Proven ability to negotiate institutional and consortia-level agreements.

Skills

• Strategic account planning and territory management (LAMP a plus).
• Exceptional communication and presentation skills.
• Strong data analysis and CRM proficiency (Salesforce or HubSpot).
• Comfortable with 25–50% travel (domestic and international).

Mindset & Approach

• Entrepreneurial, collaborative, and self-driven.
• Adept at navigating complex institutional landscapes and building long-term partnerships.
• Committed to advancing Open Science and global research accessibility.

Apply now

Please click the 'apply' button on this page and submit your application in English.

Please inform us if you require any special accommodations to participate fully in our recruitment experience. You can contact us at [e-mail] for any additional support.

Equal opportunity statement
Frontiers actively embraces diversity and is a safe and welcoming workplace. Recruitment is free from discrimination – including based on race, national or ethnic origin, age, religion, disability, sex, gender identity or sexual orientation. With employees from more than 50 different nations, our diversity creates vibrant teams and constantly challenges us to appreciate multiple perspectives.