Research Account Manager

📋 Description

• • Manage and grow Elsevier’s journals and books business across a defined portfolio of academic and research institutions through renewals, upsell, cross-sell, and new sales activities.
• • Develop and execute annual account plans aligned with revenue targets, identifying key stakeholders, understanding budget cycles, and conducting SWOT and risk assessments to guide strategy.
• • Conduct comprehensive needs analysis and qualify leads to progress new business opportunities through all sales stages to closure.
• • Ensure timely, process-driven handoff of accounts to Customer Success Managers (CSMs), leveraging customer insights to identify and drive additional sales opportunities.
• • Manage and close renewals on time and on budget, maximizing cross-sell and upsell potential through early planning, risk mitigation, and coordination with the Renewals Desk for uncontested accounts.
• • Maintain accurate and timely pipeline, activity, and forecast data in Salesforce, ensuring visibility and alignment with sales goals.
• • Regularly review sales results and forecasts using tools such as Clari and adjust tactics to meet or exceed targets.
• • Gather, monitor, and evaluate competitive intelligence and market trends, providing actionable feedback to product development and go-to-market teams.
• • Build and maintain strong, long-term relationships with decision-makers and influencers at academic institutions, research organizations, U.S. Government National Labs, and federal agencies.
• • Collaborate with Account Executives on joint account planning and go-to-market strategies based on account type and strategic priorities.
• • Operate effectively at operational, tactical, and strategic levels to align customer needs with organizational objectives.
• • Demonstrate self-motivation and drive in managing competing priorities from internal and external stakeholders.
• • Communicate clearly and persuasively through verbal and written presentations to senior-level clients and internal teams.
• • Work within a global, highly matrixed organization, coordinating with cross-functional teams across regions and departments.
• • Contribute to a culture of continuous improvement by applying customer insights to refine sales approaches and product positioning.