Inside Account Manager, Academic and Government

Summary

Elsevier is a global leader in information and analytics that supports research, education, healthcare, and scientific advancement. The Inside Account Manager will manage academic and government accounts, drive renewals and product adoption, identify growth opportunities, and build long-term customer relationships through consultative sales and cross-functional collaboration.

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

Skills

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

Qualifications

Must Haves

• 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

Benefits

• Numerous wellbeing initiatives
• Shared parental leave
• Study assistance
• Sabbaticals
• 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.