Research Account Manager

Research Account Manager Do you possess expertise in consultative selling, along with experience navigating complex SaaS solutions, data analytics, and Artificial Intelligence? Do you have experience partnering with academic and research institutions, including U.S. Government National Labs and agencies? Our Academic & Government team helps communities accelerate knowledge for a better world. We support the creation, discovery, and advancement of knowledge by turning scientific discoveries into peer‑reviewed insights, hosting the world’s richest corpus of knowledge, enabling users to unlock insights from content, and measuring the quality and impact of research—ultimately turning insights into outcomes. About the Role Account Managers – Research (AMs) are responsible for retaining and growing Elsevier’s journals and books business across a defined portfolio of academic and research institutions through renewals, upsell/cross‑sell, and new sales. AMs manage customer relationships and leverage internal and external resources to drive growth. They work closely with Account Executives based on the account and go‑to‑market strategy. Key areas of responsibility include: Pre‑sale: develop account plans to support revenue goals, identify key stakeholders, understand the budget process, and conduct SWOT analysis, account risk assessment, and opportunity planning. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager – Solutions. Sales: conduct needs analysis, qualify leads, and progress new business through the sales stages to close. Post‑sales: ensure a timely, process‑driven handoff to CSM and work closely with CSM to leverage customer insights and drive additional sales activities. Renewals: manage and close renewals on time and on budget, maximizing cross‑sell and upsell opportunities through early planning, risk assessment, and effective use of resources to minimize risk. Ensure that uncontested renewals are effectively managed by the Renewals Desk. Responsibilities Achieve revenue targets for journals and books across new business and renewals. Annual account planning and execution (jointly with Account Executive where required). Regularly review sales results and forecasts via Clari and other sales enablement tools and adjust actions accordingly. Maintain accurate and timely pipeline, activity, and forecast data in Salesforce. Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM. Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives. Requirements Bachelor’s degree or equivalent experience required; advanced degree preferred. 3+ years of sales or account management experience, including account planning, account growth, and cross‑sell/upsell. Experience selling content, technology, or similar offerings preferred. Experience working with academic, research, or institutional customers preferred. Able to operate at operational, tactical, and strategic levels. Self‑motivated and driven. Ability to manage competing priorities from various stakeholders. Demonstrated ability to build strong relationships with multiple internal and external stakeholders, including senior‑level decision makers. Proven communication (verbal and written) and presentation skills. Experience working in a global, highly matrixed organization. Benefits Health benefits: medical, dental, and vision coverage. Retirement benefits: 401(k) with match and Employee Share Purchase Plan. Wellbeing: wellness platform, Headspace subscription, and Employee Assistance Programs. Insurance: short‑ and long‑term disability, life, accidental death, critical illness, and hospital indemnity. Family benefits: parental leave, adoption, and surrogacy support. Savings accounts: HSA, FSA, dependent care, and commuter benefits. Paid time off, plus volunteer and Employee Resource Group participation days. U.S. National Base Pay Range: $65,600 – $109,200. Total Target Cash Range: $100,900 – $168,200. Geographic differentials may apply in some locations to better reflect local market rates. 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. #J-18808-Ljbffr RELX INC