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 are responsible for managing customer relationships and leveraging internal and external resources to drive growth.
Pre-sale: Responsible for developing account plans to support revenue goals, including identifying key stakeholders, understanding the budget process, and conducting SWOT analysis, account risk assessment, and opportunity planning.
Sales: Conducts needs analysis, qualifies leads, and progresses new business through the sales stages to close.
Post-sales: Ensures a timely, process-driven handoff to CSM.
Works closely with CSM to leverage customer insights and drive additional sales activities.
Renewals: Manages and closes 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.

Bachelors 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.

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

Research Account Manager

Key skills