Inside Account Manager, Academic and Government

Elsevier•Home based-Ohio, OH

3d•$87,000 - $145,100•Remote

About The Position

As an Inside Account Manager, you will manage a portfolio of academic and government customers, serving as a trusted advisor throughout the customer lifecycle. You will be responsible for driving customer engagement, subscription renewals, adoption of Elsevier solutions, and strategic growth opportunities across a defined territory. Working collaboratively with field account managers, product specialists, customer consultants, and internal business partners, you will develop long-term relationships with library leaders, researchers, faculty, administrators, and government stakeholders to support their research, teaching, and learning objectives while contributing to Elsevier's business growth.

Requirements

Bachelor's degree or equivalent experience.
Experience in account management, inside sales, customer success, or consultative B2B sales.
Strong consultative selling, relationship management, and customer engagement skills.
Excellent communication and presentation skills with the ability to interact effectively with librarians, faculty, researchers, procurement professionals, and institutional leaders.
Demonstrated ability to manage multiple customer relationships and prioritize competing demands in a fast-paced environment.
Experience using Salesforce or similar CRM platforms to manage pipelines, forecasts, and customer engagement.
Strong analytical skills with the ability to interpret customer usage, trends, and business needs to develop strategic recommendations.
Proven ability to negotiate and manage subscription renewals while identifying opportunities for revenue growth.
Highly collaborative with the ability to work across cross-functional teams to deliver customer-focused solutions.

Nice To Haves

Experience working with academic institutions, libraries, government agencies, research organizations, or other knowledge-based customers is preferred.

Responsibilities

Manage a portfolio of academic and government accounts, building long-term relationships with customers and serving as their primary inside sales contact.
Drive customer retention by managing subscription renewals, identifying risks, and developing strategies that maximize customer value and long-term partnerships.
Conduct proactive customer outreach through phone, email, virtual meetings, and digital engagement to strengthen relationships, increase product adoption, and uncover expansion opportunities.
Understand institutional priorities, research initiatives, funding environments, and collection development needs to recommend solutions aligned with customer objectives.
Identify opportunities to expand Elsevier's portfolio, including journal subscriptions, eBooks, databases, research intelligence solutions, AI-enabled products, and workflow tools.
Develop pricing proposals, renewal strategies, and business cases while negotiating within established pricing and commercial guidelines.
Manage the complete sales process from opportunity identification through forecasting, proposal development, contract execution, and post-sale follow-up.
Partner closely with Field Account Managers to execute strategic account plans and coordinate customer engagement across complex accounts.
Collaborate with Product Specialists, Customer Consultants, Marketing, and Customer Success teams to deliver exceptional customer experiences.
Maintain accurate account plans, opportunity pipelines, forecasts, and customer activity within Salesforce and other CRM systems.
Monitor market trends, competitive activity, higher education funding, and government research priorities to identify new growth opportunities.
Meet or exceed assigned renewal, revenue, and growth objectives while maintaining a high level of customer satisfaction.