Account Manager

About the Role

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.

• 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.

• Bachelor's degree or equivalent experience.
• Experience in account management, inside sales, customer success, or consultative B2B sales.
• Experience working with academic institutions, libraries, government agencies, research organizations, or other knowledge-based customers is preferred.
• 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.

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