Academic Account Manager Academic & Government
About The Position
The Academic & Government team helps communities accelerate knowledge for a better world. They 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. The primary focus of this role is to drive the expansion of the Research Intelligence business by securing new sales and growing the existing customer base through renewals and strategic upsell/cross-sell initiatives. Success in this role requires building strong, long-term partnerships with accounts. This territory serves U.S. Government customers and includes the core Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. The role involves establishing and nurturing customer relationships while leveraging internal and external resources to maximize value delivery, ensuring high customer satisfaction and retention. The individual will engage key stakeholders to measure and improve client satisfaction, provide high-quality support and value-added services, and identify opportunities to expand adoption of Elsevier’s Solutions portfolio.
Requirements
- Experience selling into the U.S. Federal Government
- 3–5 years of direct sales experience, with a focus on consultative, complex solution selling
- Proven ability to operate at operational, tactical, and strategic levels, with a track record of account growth
- Exceptional renewal strategy and negotiation capability, especially in complex ScienceDirect situations.
- Proven territory ownership, account planning discipline, and readiness to transition quickly into a live book of business.
- Credibility and executive presence with senior customer stakeholders, including the ability to lead conversations beyond the core library contact.
- Understanding of the relevant commercial model and product set (ScienceDirect, journals, e-books, open access, and LeapSpace), or a demonstrated ability to ramp quickly.
Nice To Haves
- Expertise in consultative selling
- Experience navigating complex SaaS solutions, data analytics, and Artificial Intelligence
- Experience partnering with academic and research institutions, including U.S. Government National Labs and agencies
Responsibilities
- Maintaining excellent internal collaboration, learning agility, and sound judgment.
- Growing the territory through strong renewal performance and new business achievement.
- Handling difficult ScienceDirect renewals with good preparation and judgment.
- Looking for growth opportunities within the existing account base.
- Maintaining exceptional relationships with key accounts.
- Getting up to speed quickly and take ownership of the territory.
Benefits
- Wellbeing initiatives
- Shared parental leave
- Study assistance
- Sabbaticals
- Health benefits: medical, dental, and vision coverage
- Retirement benefits: 401(k) with match and Employee Share Purchase Plan
- Wellbeing 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
- Volunteer and Employee Resource Group participation days
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
