Senior Account Manager - eProducts

LexisNexis Risk Solutions; Mumbai; On-site; INR 1,500,000 - 2,100,000; Full time

Benefits offered by this job

Health Insurance

Group Life Insurance

Flexible Working Hours

Employee Assistance Program

Medical Screening

Maternity/Paternity Support

Job summary

Elsevier Health is seeking a Senior Account Manager – eProduct Renewals to own highly strategic renewals for West India. You will manage multi‑site accounts, lead complex negotiations with economic buyers, and maintain disciplined forecast data using MEDDPICC and Salesforce.

You will convert usage insights into commercial cases that support retention, uplift and expansion, while navigating public tenders, consortia and distributors as needed.

Qualifications

• Proven experience in B2B commercial roles with enterprise SaaS, digital content, subscription renewals, retention, or account management.
• Experience owning a scaled renewal book with retention, price realization and expansion outcomes.
• Negotiation with institutional buyers, procurement, public-sector authorities or channel partners.
• Structured sales methodology knowledge, preferably MEDDPICC, and disciplined Salesforce usage.
• Ability to build commercial cases using usage data, pricing benchmarks, ROI evidence.

Responsibilities

• Own strategic renewals for the region’s largest and most complex accounts.
• Lead commercial negotiations including price uplift, restructuring, and multi-year terms.
• Maintain forecast discipline using MEDDPICC and Salesforce for pipeline accuracy.
• Build senior stakeholder access with economic buyers and institutional leaders.
• Translate usage and business-review insights into renewal-focused commercial cases.
• Identify at-risk revenue and run documented save plans; prioritize expansion where appropriate.
• Shape competitive positioning with regional market knowledge and counter-positions.
• Represent customer voice to Product and Commercial Strategy with actionable detail.

Skills

B2B renewals

Enterprise SaaS

Account management

Negotiation

Salesforce

MEDDPICC

Tools

Salesforce

MEDDPICC

Job description

Senior Account Manager – eProduct Renewals

Are you a strategic renewals professional who excels at navigating complex negotiations and building trusted executive relationships? Do you enjoy turning customer value into long‑term partnerships while influencing commercial strategy and mentoring others?

About Our Team

Elsevier Health serves nurses, physicians, pharmacists, allied health professionals, and health system executives, embedding evidence‑based content into the care process to improve patient outcomes. Our solutions span clinical decision support, drug information, patient engagement, health professions education and certification, and analytics.

About the Role

The eSales & Renewals team owns the commercial health of the installed base across a territory that mixes direct institutional accounts, government and public‑sector consortia, and a distributor network. This role owns the most commercially complex and highest‑value accounts in the region. Where an Account Manager runs a defined renewal book, a Senior Account Manager carries the accounts where the outcome is not predictable: multi‑site consortia, public tenders, competitive displacement attempts, contract restructurings, and accounts where the economic buyer has changed and the relationship has to be rebuilt from scratch.

Territory: West India

Reports to: Head of eSales, South Asia & Southeast Asia

Travel: Up to 50%, including intra‑region and occasional global travel

Responsibilities

• Own strategic renewals. Manage the region’s largest, most complex and contested accounts, including public‑sector, consortium, tender‑led and channel‑mediated renewals.


• Lead commercial negotiation. Negotiate price uplift, contract restructuring, product substitutions, tier migrations and multi‑year terms within agreed thresholds.


• Maintain forecast discipline. Use MEDDPICC and Salesforce to qualify renewals, call risk early, and maintain accurate pipeline, value, stage and close‑date data.


• Build senior stakeholder access. Engage economic buyers and senior institutional stakeholders, rebuilding relationships quickly when leadership changes.


• Convert value into renewal outcomes. Partner with CSMs to translate usage, adoption and business‑review insights into commercial cases that support retention, uplift and expansion.


• Mitigate risk and grow whitespace. Identify at‑risk revenue two quarters ahead of expiry, run documented save plans, and prioritize expansion where budget and product fit are strongest.


• Shape competitive positioning. Maintain regional market knowledge and prepare account‑specific counter‑positions against competing platforms and local alternatives.


• Represent customer voice. Escalate recurring feedback on content, relevance, user experience and integration to Product and Commercial Strategy with actionable detail.

Requirements

• Proven experience in B2B commercial roles with significant experience in enterprise SaaS, digital content, subscription renewals, retention, or account management.


• Proven ownership of a scaled renewal book with measurable retention, price realization and expansion outcomes.


• Experience negotiating with institutional buying committees, procurement teams, public‑sector authorities or channel partners.


• Strong command of structured sales methodology, preferably MEDDPICC, and disciplined Salesforce usage.


• Ability to build commercial cases using usage data, benchmark pricing, ROI evidence and customer value stories.


• Executive‑level written and spoken English for senior correspondence and formal bid documentation.


• Experience in healthcare, health sciences education, medical publishing or clinical technology.


• Experience with distributors, public tenders, consortium purchasing or grant‑funded institutional buying in South Asia or Southeast Asia.

Work in a Way That Works for You

We promote a healthy work/life balance across the organisation. 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

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.

Working for You

These are some of the benefits we are delighted to offer:

• Comprehensive Health Insurance: Covers you, your immediate family, and parents


• Enhanced Health Insurance Options: Competitive rates negotiated by the company


• Group Life Insurance: Ensuring financial security for your loved ones


• Group Accident Insurance: Extra protection for accidental death and permanent disablement


• Flexible Working Arrangement: Achieve a harmonious work‑life balance


• Employee Assistance Program: Access support for personal and work‑related challenges


• Medical Screening: Your well‑being is a top priority


• Modern Family Benefits: Maternity, paternity, and adoption support


• Long‑Service Awards: Recognizing dedication and commitment


• New Baby Gift: Celebrating the joy of parenthood


• Subsidized Meals in Chennai: Enjoy delicious meals at discounted rates


• Various Paid Time Off: Take time off with Casual Leave, Sick Leave, Privilege Leave, Compassionate Leave, Special Sick Leave, and Gazetted Public Holidays

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. We know your well‑being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. 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.

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.

RELX is a global provider of information‑based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive. Our purpose is to benefit society by developing products that help researchers advance scientific knowledge; doctors and nurses improve the lives of patients; lawyers promote the rule of law and achieve justice and fair results for their clients; businesses and governments prevent fraud; consumers access financial services and get fair prices on insurance; and customers learn about markets and complete transactions. Our purpose guides our actions beyond the products that we develop. It defines us as a company. Every day across RELX our employees are inspired to undertake initiatives that make unique contributions to society and the communities in which we operate.