Account Manager

• Achieve Revenue Targets: Consistently meet or exceed targets for both renewal revenue and new business growth (upsell/cross-sell) within the assigned territory and product portfolio.
• Strategic Account Planning: Develop and execute detailed account plans for key universities and government research institutions, identifying high-potential opportunities, budget cycles, and key decision-makers (from library directors to Deans and VPs of Research).
• Solution Selling: Effectively position Elsevier’s Engineering solutions as strategic assets that address institutional priorities, such as research impact, student retention, accreditation, and industry partnership.
• Forecasting and Pipeline Management: Maintain a disciplined sales pipeline using Salesforce, ensuring accurate forecasting and proactive management of potential risks and opportunities.
• Market Penetration: Identify and cultivate new business opportunities in emerging markets within East Asia, working closely with local support teams.
• Competitive Intelligence: Maintain deep knowledge of the competitive landscape (e.g., specific engineering databases, industry standards providers) and develop strategies to successfully position Elsevier’s unique value proposition.
• Stakeholder Engagement: Build and maintain strong, long-term relationships with a broad set of stakeholders, including librarians, faculty, heads of departments, and research management professionals.
• Subject Matter Expertise: Develop and maintain expert-level knowledge of the Engineering portfolio and its application in academic and government research and teaching workflows.
• Internal Collaboration: Work closely with customer success managers (CSMs) to drive adoption, demonstrate Return on Investment (ROI), and secure early-stage renewals.
• Feedback Loop: Serve as the voice of the customer, providing timely and structured feedback to Product and Marketing teams to inform future product development and Go-to-Market strategies.

Solution Sales Account Manager

Key Account Manager

Solution Sales Account Manager

Junior Account Manager