Research Intelligence Account Manager

Job Description

Excel in achieving booking targets for the Research Intelligence Portfolio, incorporating AI and data-driven solutions within your designated region. Spearhead comprehensive enterprise sales, utilizing a consultative, value-centric methodology. Efficiently manage intricate procurement procedures, RFPs, and decision-making processes involving multiple stakeholders in academic and research environments. Cultivate and implement strategic plans to amplify wallet share, ensure renewals, and foster cross-selling opportunities across research administration, libraries, and academic leadership. Establish and nurture strong relationships with executive-level stakeholders (e.g., Vice Presidents of Research, Library Directors, Deans), aligning solutions with institutional goals and funding priorities. Gather market insights, transforming research administration and management demands into persuasive value propositions. Influence product development and market entry strategies. Manage forecasting and pipeline activities utilizing CRM/forecasting tools (Salesforce, Clari). Deliver precise forecasts and data-driven insights to senior management. Work together with Product, Marketing, Customer Success, Data Analytics, and Professional Services teams to ensure successful customer results and support strategic initiatives. Represent Elsevier at industry events, generating leads and expanding the company’s presence in targeted accounts. Advise and mentor junior colleagues while contributing to team growth, training programs, and sharing effective practices. Support research strategy and bibliometrics initiatives, articulating ROI and impact for university leadership. Direct high-stakes contract negotiations, ensuring alignment with corporate guidelines and customer expectations. Be prepared for necessary travel and operate effectively in a remote-first setup within a matrixed organization in Canada.

Qualifications

1. Possess a minimum of 7 years' experience in B2B/SaaS or enterprise sales, demonstrating a track record of consistently meeting or surpassing sales objectives. 2. Demonstrate significant expertise in selling analytics, AI, data platforms, or research-related solutions to higher education or research institutions. 3. Adopt a consultative sales approach, employing frameworks like Challenger, and demonstrate competence in navigating complex decision-making processes. 4. Exhibit outstanding communication and presentation skills at the executive level, effectively conveying quantitative value and ROI to senior leadership. 5. Demonstrate proficiency in CRM/forecasting tools (Salesforce, Clari), adept at creating dashboards and reports, and applying a data-driven approach to decision-making. 6. Demonstrate the ability to operate within a matrixed organization, fostering cross-functional collaboration with product, marketing, customer success, and services teams. 7. Hold a bachelor's degree; an MBA or advanced degree is advantageous. 8. Be prepared for travel when necessary and capable of working remotely within Canada.

Benefits

- Country specific benefits