Account Manager, Research Intelligence (Midwest, US)

Elsevier; Illinois; Hybrid; USD 86,000 - 159,000; Full time

Job summary

Elsevier in the United States seeks an Account Manager for the Research Intelligence portfolio. You will drive new sales and renew existing contracts, expanding our customer base in the Midwest region (IL, IN, OH, KY) and collaborating with Customer Success, Product Management, and Marketing.

You will build strategic account plans, manage relationships with senior executives, and ensure accurate Salesforce records while using Clari for forecasts.

Qualifications

• 3–5 years of direct, consultative sales for complex tech solutions.
• Proven ability to operate at operational, tactical, and strategic levels to expand business with customers.
• Experience selling enterprise software within an international matrixed organization is a plus.

Responsibilities

• Attaining bookings targets for our Research Intelligence solutions portfolio.
• Translating client needs into pragmatic propositions aligned with sales strategies and internal policies.
• Formulating and executing account strategies across all levels of accounts.
• Maintaining Salesforce records and reviewing sales results and forecasts with Clari.
• Gathering market feedback to inform product development and GTM strategy.
• Representing Elsevier at trade shows and conferences with predefined outcomes.
• Cultivating relationships with key decision-makers to support Elsevier's objectives.

Skills

Direct sales

Consultative selling

Enterprise software

Strategic account planning

Stakeholder management

Matrixed org sales

Tools

Salesforce

Clari

Job description

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; please discuss with the recruiter.

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; please discuss with the recruiter.

Benefits

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

Equal Opportunity Employer

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.

Accessibility and Accommodation

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.