Account Manager

Account Manager

Elsevier and the academic and government communities we support expand the possibilities of human progress. At Interfolio, our A&G team is at the forefront of transforming academic and government recruitment. We leverage our industry-leading platform to simplify and elevate the hiring process—from streamlined dossier management and faculty searches to comprehensive career development tools. Our team works closely with academic institutions and government bodies to empower them with innovative solutions that support strategic talent acquisition and foster research excellence and institutional growth.

Account Manager – Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). Account Managers (AM) have three flavors – Research Intelligence, Life Sciences, or Engineering, each being experts in their respective product lines and solutions. AMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth. AMs will work closely with Account Managers depending on the account and go to market strategy.

Pre-sale: Responsible for developing account plans across their respective product lines to deliver a cohesive value story and support revenue goals, including identifying key stakeholders, understanding budget process, SWAT analysis etc. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager - Research.

Sales: Conducts needs analysis and qualifies leads and works with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross-functional teams. Prepares for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.

Post-sales: Follows timely and process driven handover to CSM. Works closely with CSM to leverage insights to drive additional sales activities.

Renewals: Manages and closes renewals on time and on budget, maximizing opportunities for cross-sell and upsell, with proper early planning and risk assessment managing resources towards minimizing risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.

Key Result Areas / Primary Accountabilities

• Achieve overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing.
• Understand client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
• Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts.
• Annual account planning and execution (jointly with Account Manager where required)
• Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
• Work closely with regional and federal government agencies to develop projects for scientific databases and solutions.
• Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM.
• Participation in trade shows and conferences, with agreed outcomes.
• Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier's strategic objectives.
• Provide market feedback to enhance product development for a more customer-focused product.
• Integrate and process information derived from current projects, customers, market awareness and technical knowledge.
• Ensure Salesforce is always up to date.

Qualifications – (education, competencies, skills, experience)

• University degree, Master or degree in a technical field is advantageous.
• Sales experience at senior levels (minimum of 3 years)
• Able to operate on an operational, tactical and strategic level.
• Proven track record selling technology and solutions
• Self-motivated and driven.
• Love building relationships with multiple internal and external stakeholders (e.g. senior levels)
• Experience in building out (expanding) business with a customer.
• Experience in strategic account planning; can connect the dots within customer's institutions.
• Preferred experience and knowledge of specific Research Intelligence solution areas
• Background in complex solution-sales approach - "consultative selling" (minimum 3 years)
• Strong communication (verbal and written) and presentation skills.
• Experience selling enterprise software.
• Experienced in working in an international matrixed organisation.
• Experience working in or with research administration and management functions.
• Knowledge in regional or national research programs, collaboration networks, and key opinion leaders.

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

• 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

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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