Account Manager, Research Intelligence (Northeast, US)

Elsevier; Leominster (MA); On-site; USD 81,400 - 151,100; Full time

Job summary

Elsevier, serving the Northeast region (MA, CT, RI, VT, NH, ME), seeks an Account Manager to drive new sales and renewals for Research Intelligence SaaS, data analytics and AI solutions, partnering with Academic & Research institutions.

You will use a consultative approach to grow the customer base, expand relationships, and maximize retention. You’ll work with CSMs, Product Management, and Marketing to achieve high renewal and expansion rates.

Qualifications

• 3–5 years of direct sales experience in consultative, complex solution sales.
• Operate at strategic, tactical and operational levels with a track record of expanding business with customers.
• Proven history of selling technology and solutions.
• Strong verbal and written communication with senior-level executives.
• Experience selling enterprise software within an international matrixed organization.
• Background in or collaboration with research administration and national research programs.
• Excellent stakeholder management and presentation skills.

Responsibilities

• Attain bookings targets for our Research Intelligence solutions portfolio.
• Apply consultative approach to client needs and align with sales strategies and internal policies.
• Formulate and execute account strategies across all levels of accounts.
• Maintain accurate Salesforce records and monitor forecasts with Clari and other tools.
• Provide market feedback to inform product development and Go-To-Market strategy.
• Participate in trade shows and conferences with defined outcomes.
• Collaborate with stakeholders to support Elsevier's strategic objectives.

Skills

Consultative selling

Relationship management

Executive communication

Strategic account planning

Enterprise software sales

Upselling

Tools

Salesforce

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.

Northeast Region - MA, CT, RI, VT, NH, ME

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.

U.S. National Base Pay Range: $81,400 - $151,100. Total Target Cash Range: $125,300 - $232,700. 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.

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