Fast Facts

We are seeking a Solutions Account Manager specializing in Research Intelligence to drive sales and renewals in a collaborative SaaS environment. The ideal candidate will have a strong background in consultative selling, data analytics, and experience with academic institutions.

Responsibilities: Manage new sales and renewals, attain sales targets, apply consultative selling, ensure accurate Salesforce records, gather market feedback, and cultivate customer relationships.

Skills: 3-5 years of direct sales experience in consultative solution sales, proficiency in strategic account management, excellent communication skills, and a background in research engagement.

Qualifications: Experience in selling enterprise software, knowledge of research administration and management, with a strong focus on fostering relationships with key stakeholders.

Location: Home based in Virginia, USA; no travel required.

Compensation: Not provided by employer. Typical compensation ranges for this position are between $80,000 - $120,000.

Solutions Account Manager, Research Intelligence

Do you possess expertise in consultative selling, coupled with a background in navigating complex SaaS solutions, data analytics, and Artificial Intelligence?

Do you have experience partnering with Academic & Research institutions?

About our Team

The Research Intelligence team collaborates with prominent research and funding institutions to optimize resource allocation, refine collaboration processes, and elevate the overall efficiency of research endeavors. By offering cutting-edge SaaS solutions, data, analytics, and AI tools, we cater to customers seeking insights to bolster their strategies and impact. Our expertise extends to delving into complex questions and providing answers supported by precise, in-depth analysis.

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. Using both internal and external resources, your goal is to maximize the value we deliver to customers, ensuring their satisfaction and retention. You will collaborate with key stakeholders such as Customer Success Managers (CSMs), Product Management, and Marketing with the goal of achieving high renewal rates.

Responsibilities

• Attaining bookings targets for our Research Intelligence solutions portfolio.
• Applying a consultative approach to client needs, translating them into pragmatic propositions and aligning them with the company's sales strategies and internal policies.
• Formulating and executing account strategies that address diverse needs across all levels of accounts.
• Ensuring the continuous accuracy of Salesforce records, regularly reviewing sales results and forecasts through tools like Clari and other sales enablement tools.
• Gathering, monitoring, and evaluating information, providing valuable market feedback to the business to enhance product development and refine the Go-To-Market strategy.
• Actively participating in trade shows and conferences, with predefined outcomes.
• Integrating and synthesizing information derived from various sources to inform decision-making processes.
• Cultivating and nurturing relationships with key decision-makers and influencers at the customer level to actively support Elsevier's strategic objectives.

Requirements

• Possess a minimum of 3-5 years of direct sales experience, demonstrating expertise in a consultative, complex solution-sales approach.
• Operate seamlessly on operational, tactical, and strategic levels, showcasing a successful track record in expanding business with customers.
• Exhibit self-motivation and drive, with a proven history of selling technology and solutions.
• Demonstrate a genuine passion for cultivating relationships with a diverse range of internal and external stakeholders, including senior-level executives.
• Showcase 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.
• Possess a background in or collaboration with research administration and management functions, showcasing knowledge in regional or national research programs, collaboration networks, and key leaders.
• Excel in communication, both verbal and written, and deliver compelling presentations with exceptional skills.

Work in a way that works for you

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave and study assistance, we will help you meet your immediate responsibilities and your long-term goals.

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

About the Business

A global leader in information and analytics, we help researchers and healthcare professionals’ advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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Elsevier is 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. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: https://forms.office.com/r/eVgFxjLmAK , or please contact 1-855-833-5120.

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