Strategic Inside Account Manager - Academic & Government

Elsevier; Miamisburg (OH); On-site; USD 60,000 - 99,000; Full time

Job summary

Elsevier is seeking an Inside Account Manager to manage a portfolio of academic and government customers, driving renewals, adoption, and growth across a defined territory. You will collaborate with field account managers, product specialists, and other internal partners to build long-term relationships with librarians, researchers, faculty, administrators, and government stakeholders.

In this role, you will develop pricing strategies, engage in renewal negotiations, and manage the full sales

Qualifications

• Bachelor's degree or equivalent experience.
• Experience in account management, inside sales, customer success, or consultative B2B sales.
• Experience working with academic institutions, libraries, government agencies, or knowledge-based customers preferred.
• Strong consultative selling, relationship management, and customer engagement skills.
• Excellent communication and presentation skills with librarians, faculty, researchers, procurement professionals, and institutional leaders.
• Experience using Salesforce or similar CRM platforms to manage pipelines, forecasts, and customer engagement.
• Proven ability to negotiate and manage subscription renewals while identifying opportunities for revenue growth.
• Highly collaborative with cross-functional teams.

Responsibilities

• Manage a portfolio of academic and government accounts, building long-term relationships with customers and serving as their primary inside sales contact.
• Drive customer retention by managing subscription renewals, identifying risks, and developing strategies that maximize customer value and long-term partnerships.
• Conduct proactive customer outreach through phone, email, virtual meetings, and digital engagement to strengthen relationships, increase product adoption, and uncover expansion opportunities.
• Understand institutional priorities, research initiatives, funding environments, and collection development needs to recommend solutions aligned with customer objectives.
• Identify opportunities to expand Elsevier's portfolio, including journal subscriptions, eBooks, databases, research intelligence solutions, AI-enabled products, and workflow tools.
• Develop pricing proposals, renewal strategies, and business cases while negotiating within established pricing and commercial guidelines.
• Manage the complete sales process from opportunity identification through forecasting, proposal development, contract execution, and post-sale follow-up.
• Partner closely with Field Account Managers to execute strategic account plans and coordinate customer engagement across complex accounts.
• Collaborate with Product Specialists, Customer Consultants, Marketing, and Customer Success teams to deliver exceptional customer experiences.
• Maintain accurate account plans, opportunity pipelines, forecasts, and customer activity within Salesforce and other CRM systems.
• Monitor market trends, competitive activity, higher education funding, and government research priorities to identify new growth opportunities.
• Meet or exceed assigned renewal, revenue, and growth objectives while maintaining a high level of customer satisfaction.

Skills

Account management

Inside sales

Customer success

Consultative selling

Salesforce

Data analysis

Relationship management

Renewals negotiation

Cross-functional collaboration

Education

Bachelor's degree or equivalent experience

Job description

Elsevier is seeking an Inside Account Manager to manage a portfolio of academic and government customers, driving renewals, adoption, and growth across a defined territory. You will collaborate with field account managers, product specialists, and other internal partners to build long-term relationships with librarians, researchers, faculty, administrators, and government stakeholders.

In this role, you will develop pricing strategies, engage in renewal negotiations, and manage the full sales