Account Manager, Research Intelligence (Northeast, US)

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

Benefits offered by this job

Health benefits

401(k) with match

Wellbeing programs

Disability & life insurance

Family benefits

Commuter benefits

Job summary

Elsevier is seeking an Account Manager for the Northeast region (MA, CT, RI, VT, NH, ME) to own New Sales and renewals of our Research Intelligence SaaS solutions for academic and research institutions.

You will collaborate with Customer Success, Product Management and Marketing to expand the customer base, maximize renewals, upsell, and drive adoption, while maintaining accurate Salesforce records and contributing market feedback.

Qualifications

• 3–5 years of direct sales experience in consultative, complex solution sales.
• Proven ability to expand business with customers at strategic levels.
• Experience selling enterprise software in an international matrixed organization.
• Background in or collaboration with research administration and management functions.

Responsibilities

• Attain bookings targets for Research Intelligence solutions portfolio.
• Apply a consultative approach to translate client needs into pragmatic propositions.
• Formulate and execute account strategies across all levels of accounts.
• Ensure Salesforce records are accurate and reviewed regularly using tools like Clari.
• Gather market feedback to influence product development and Go-To-Market strategy.
• Participate in trade shows and conferences with predefined outcomes.
• Cultivate relationships with key decision-makers to support strategic objectives.

Skills

Consultative selling

SaaS solutions

Data analytics

Artificial Intelligence

Academic & Research partnerships

Tools

Salesforce

Clari

Sales enablement tools

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.

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.

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

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: $79,800 - $148,100. Total Target Cash: $122,800 - $228,100. 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.

These are some of the benefits we are delighted to offer to our US full- and part-time employees working at least 20 hours or more per week:

• 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.

Please read our Candidate Privacy Policy.

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.

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