Account Manager, Research Intelligence (Midwest, US)

Elsevier Inc. Company; Illinois; Hybrid; USD 85,000 - 159,000; Full time

Job summary

Elsevier Inc. is seeking an Account Manager for the Midwest Region (IL, IN, OH, KY) to drive new sales and renewals for Research Intelligence SaaS offerings. You will work with CSMs, Product, and Marketing to maximize customer value and retention.

The role requires building executive-level relationships, strategic account planning, and navigating an international matrixed organization. Base pay reflects regional IL/Home-based work with opportunity for growth.

Qualifications

• Minimum 3–5 years of direct sales experience in consultative, complex solutions.
• Experience expanding business with customers across operational, tactical, and strategic levels.
• Proven history of selling technology and enterprise software in an international matrixed organization.

Responsibilities

• Attain bookings targets for the Research Intelligence solutions portfolio.
• Translate client needs into pragmatic propositions aligned with sales strategies.
• Develop and execute account strategies across all levels of accounts.

Skills

Consultative selling

Account management

Sales forecasting

SaaS sales

Education

Bachelor's degree

Tools

Salesforce

Clari

CRM

Job description

Do you possess expertise in consultative selling, coupled with a background in navigating complex SaaS solutions, data analytics, and Artificial Intelligence? Do you have experience partnering with Academic & Research institutions?

About our Team

The Research Intelligence team collaborates with prominent research and funding institutions to optimize resource allocation, refine collaboration processes, and elevate the overall efficiency of research endeavors. By offering cutting-edge SaaS solutions, data, analytics, and AI tools, we cater to customers seeking insights to bolster their strategies and impact. Our expertise extends to delving into complex questions and providing answers supported by precise, in-depth analysis. Researcher tools and databases | Elsevier

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 Research Intelligence 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.

Midwest Region – IL, IN, OH, KY

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.

Salary and Benefits

Primary Location Base Pay Range: Home based-Illinois $85,500 - $158,600. Total Target Cash Range: $131,500 - $244,300.

Pay mix between base and variable pay varies based on sales role.

If performed in Chicago, IL, the base pay range is $89,600 - $166,200, the total target cash range is $137,800 - $255,900.

Pay mix between base and variable pay varies based on sales role.

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.

LexisNexis Legal & Professional is a leading global provider of legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making and outcomes, and advance the rule of law around the world. We help lawyers win cases, manage their work more efficiently, serve their clients better and grow their practices. We assist corporations in better understanding their markets and preventing bribery and corruption within their supply chains. We partner with leading global associations and customers to help collect evidence against war criminals and provide tools to combat human trafficking. We endeavour to advance the rule of law across the world. Our teams are combining unparalleled legal and business information with analytics and technology to advance what’s possible for the way our customers work and to advance what’s possible in the world by strengthening the rule of law.