Account Manager, Research Intelligence (Midwest, US)

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

Benefits offered by this job

Country-specific benefits

Job summary

Elsevier is seeking an Account Manager for the Midwest region (IL/IN/OH/KY) to lead new sales and renewals of Research Intelligence solutions. You will identify prospects, upsell within current clients, and collaborate with CSMs, Product, and Marketing to drive renewals and growth.

The role requires 3–5 years in direct software sales, a consultative approach, and a proven ability to manage complex accounts in an international matrix. Home-based in Illinois with country-specific benefits provided.

Qualifications

• 3–5 years of direct sales experience in consultative, complex solution sales.
• Operate at operational, tactical, and strategic levels with a track record of expanding business.
• Proven history of selling technology and enterprise software.
• Strong ability to cultivate relationships with senior executives.
• Experience in international matrixed organizations.
• Background in or collaboration with research administration/management is advantageous.

Responsibilities

• Attain bookings targets for the Research Intelligence solutions portfolio.
• Apply a consultative approach to translate client needs into propositions aligned with sales strategies.
• Formulate and execute account strategies across all levels of accounts.
• Keep Salesforce records accurate and review results with tools like Clari.
• Provide market feedback to influence product development and GTM strategy.
• Participate in trade shows and conferences with predefined outcomes.
• Integrate information from various sources to inform decisions.
• Nurture relationships with key decision-makers to support Elsevier's objectives.

Skills

Consultative selling

Enterprise software sales

Stakeholder management

Account planning

Sales management

Relationship building

Tools

Salesforce CRM

Clari

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.

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.

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.

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