Account Manager, Research Intelligence (Northeast, US)

Job title: Account Manager, Research Intelligence (Northeast, US)

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, maximizing value and ensuring satisfaction and retention. You will collaborate with key stakeholders including Customer Success Managers, Product Management, and Marketing to achieve high renewal rates. Northeast Region – MA, CT, RI, VT, NH, ME.

What You'll Do

• Attain bookings targets for Research Intelligence solutions
• Apply a consultative approach to client needs, translating them into pragmatic propositions aligned with sales strategies and internal policies
• Formulate and execute account strategies addressing diverse needs across all levels of accounts
• Ensure continuous accuracy of Salesforce records; regularly review sales results and forecasts via Clari and other tools
• Gather, monitor, and evaluate information to provide valuable market feedback to enhance product development and Go-To-Market strategy
• Actively participate in trade shows and conferences with predefined outcomes
• Integrate and synthesize information from various sources to inform decision-making
• Cultivate and nurture relationships with key decision-makers and influencers at the customer level to actively support Elsevier's strategic objectives

What We're Looking For

• Minimum 3-5 years of direct sales experience, demonstrating expertise in a consultative, complex solution-sales approach
• Track record of expanding business with customers; ability to operate at operational, tactical, and strategic levels
• Self-motivated with a proven history of selling technology and solutions
• Genuine passion for cultivating relationships with a diverse range of internal and external stakeholders, including senior-level executives
• 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
• Background in or collaboration with research administration and management functions, including knowledge of regional or national research programs, collaboration networks, and key leaders
• Excellent communication, both verbal and written, and ability to deliver compelling presentations

Compensation & Benefits

• Salary: Base pay range $79,800 - $148,100 USD per year; Total Target Cash range $122,800 - $228,100; Geographic differentials may apply to reflect local market rates; pay mix between base and variable pay varies by role
• Benefits: Health Benefits (medical, dental, vision), 401(k) with match and Employee Share Purchase Plan, Wellness platform with Headspace, Employee Assistance, Time-off Programs, Short- and Long-Term Disability, Life and AD&D, Critical Illness, Hospital Indemnity, Family Benefits (bonding, family care leaves, adoption and surrogacy benefits), Health Savings, Dependent Care and Commuter Spending Accounts, Paid Time Off, and up to two days of paid leave to participate in Employee Resource Groups or volunteer for charity
• Additional: We are committed to a fair and accessible hiring process; accommodation requests can be made via the Applicant Request Support Form.