Academic Account Manager Academic & Government

3M HEALTHCARE; Washington (District of Columbia); Hybrid; USD 65,600 - 109,200; Full time

Benefits offered by this job

Health benefits: medical, dental, and

401(k) with match

Headspace wellness

Paid time off

Volunteer days

Employee Resource Group participation

Short/long-term disability and life

Survivor/critical illness coverage

Job summary

Elsevier is seeking an Academic Account Manager to expand the Research Intelligence portfolio with U.S. Government customers.

You will secure new sales, manage renewals, and upsell/cross-sell across LeapSpace, Scopus, SciVal, and Pure while building strong, long‑term partnerships with key academic and government accounts. You will lead strategic conversations with senior stakeholders, coordinate with internal teams, and drive adoption of Elsevier’s solutions to deliver measurable value and high

Qualifications

• Experience selling into the U.S. Federal Government.
• 3–5 years of direct sales experience, with a focus on consultative, complex solution selling.
• Proven ability to operate at operational, tactical, and strategic levels, with a track record of account growth.
• Exceptional renewal strategy and negotiation capability, especially in complex ScienceDirect situations.
• Proven territory ownership, account planning discipline, and readiness to transition quickly into a live book of business.
• Display credibility and executive presence with senior customer stakeholders, including the ability to lead conversations beyond the core library contact.
• Understanding of the relevant commercial model and product set (ScienceDirect, journals, e-books, open access, and LeapSpace), or a demonstrated ability to ramp quickly.

Responsibilities

• Maintaining excellent internal collaboration, learning agility, and sound judgment.
• Growing the territory through strong renewal performance and new business achievement.
• Handling difficult ScienceDirect renewals with good preparation and judgment.
• Looking for growth opportunities within the existing account base.
• Maintaining exceptional relationships with key accounts.
• Getting up to speed quickly and taking ownership of the territory.

Skills

Consultative selling

Account management

Stakeholder management

Federal government sales

Job description

Academic Account Manager – Academic & Government

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

Your primary focus will be to drive the expansion of our Research Intelligence business by securing new sales and growing our existing customer base through renewals and strategic upsell/cross‑sell initiatives. Success in this role requires building strong, long‑term partnerships with your accounts. This territory serves U.S. Government customers and includes our core Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. In this role, you will establish and nurture customer relationships while leveraging internal and external resources to maximize value delivery, ensuring high customer satisfaction and retention. You will engage key stakeholders to measure and improve client satisfaction, provide high‑quality support and value‑added services, and identify opportunities to expand adoption of Elsevier’s Solutions portfolio.

Responsibilities

• Maintaining excellent internal collaboration, learning agility, and sound judgment.
• Growing the territory through strong renewal performance and new business achievement.
• Handling difficult ScienceDirect renewals with good preparation and judgment.
• Looking for growth opportunities within the existing account base.
• Maintaining exceptional relationships with key accounts.
• Getting up to speed quickly and taking ownership of the territory.

Requirements

• Experience selling into the U.S. Federal Government.
• 3–5 years of direct sales experience, with a focus on consultative, complex solution selling.
• Proven ability to operate at operational, tactical, and strategic levels, with a track record of account growth.
• Exceptional renewal strategy and negotiation capability, especially in complex ScienceDirect situations.
• Proven territory ownership, account planning discipline, and readiness to transition quickly into a live book of business.
• Display credibility and executive presence with senior customer stakeholders, including the ability to lead conversations beyond the core library contact.
• Understanding of the relevant commercial model and product set (ScienceDirect, journals, e‑books, open access, and LeapSpace), or a demonstrated ability to ramp quickly.

Benefits

• Wellbeing initiatives, shared parental leave, study assistance, and sabbaticals.
• 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.

Compensation

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. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

Equal Employment Opportunity

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.