Account Manager, Research Intelligence (Northeast, US)

Elsevier; Massachusetts; Hybrid; USD 80,000 - 148,000; Full time

Benefits offered by this job

Health benefits

401(k) with match

Wellbeing program

Disability & Life Insurance

Family benefits & leave

Commuter stipend

PTO + volunteer days

Job summary

Elsevier in the United States is seeking an Account Manager for the Northeast region to drive new sales and renew existing contracts. You will identify prospects, pursue upsell opportunities, and collaborate with Customer Success, Product Management, and Marketing to maximize renewal rates.

The role focuses on expanding the Research Intelligence business across MA, CT, RI, VT, NH, and ME, requiring 3–5 years of complex solution sales experience and a strong ability to engage senior stakeholders.

Qualifications

• 3–5 years direct sales experience in a consultative, complex solution-sales role.
• Proven ability to operate at strategic, tactical and operational levels.
• Track record of selling technology and solutions and growing business with customers.
• Strong communication skills with senior-level executives.
• Experience in enterprise software within an international matrixed organization.
• Knowledge of research administration and collaboration networks is a plus.

Responsibilities

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

Skills

Consultative sales

Strategic account planning

Enterprise software sales

Relationship building

Salesforce / Clari

Presentations

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.

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.

Pay

U.S. National Base Pay Range: $79,800 - $148,100. Total Target Cash: $122,800 - $228,100. Geographic differentials may apply in some locations to better reflect local market rates.

Benefits

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• In addition to annual Paid Time Off, we offer up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

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.