Account Manager, Research Intelligence (Midwest, US)
At a glance
Mid-level Account Management role at RELX (LexisNexisLegal). Home based-Illinois.
In listing
Growth Roles summary, based on the employer's posting.
What you'll do
- Build new business by finding prospects and expanding current accounts through upselling and cross-selling
- Guide clients from complex needs to practical proposals that fit sales strategy and internal policies
- Create account plans for operational, tactical, and strategic priorities across customer institutions
- Keep Salesforce data accurate while reviewing results and forecasts in Clari and other sales tools
- Attend trade shows and conferences, gather market feedback, and strengthen relationships with customer decision-makers
What you bring
- At least three to five years of direct consultative selling for complex solutions
- A record of selling technology, enterprise software, and solutions within an international matrixed organization
- Experience growing customer business through strategic account planning and relationship management
- Knowledge of research administration, regional or national research programs, collaboration networks, and key leaders
- Strong written and verbal communication, including the ability to deliver compelling presentations
Who this fits
You’ll suit a consultative seller who can work with academic and research institutions and engage senior executives. The role covers Illinois, Indiana, Ohio, and Kentucky, and is home based in Illinois. You’ll manage both new sales and renewals while working with Customer Success, Product Management, and Marketing.
From the employer
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. Researcher tools and databases | Elsevier
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. Midwest Region – IL, IN, OH, KY
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.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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We are 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.
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