Account Manager – Renewals

About the Company

Elsevier is part of the Reed Elsevier Group plc., a leading provider of professional information solutions in science and health, legal, risk management, and business sectors. As the world’s leading provider of science and health information, Elsevier serves more than 30 million scientists, students and health and information professionals worldwide.

About the Role

As an Institutional Account Manager (Renewals), you will be responsible for the commercial health, retention, and growth of Elsevier’s existing customer base. You will defend market share against competition, drive incremental revenue through price uplifts and expansion, act as the commercial lead for Health Science Solutions, partner closely with Customer Success Managers (CSMs), manage executive stakeholder relationships, and lead commercial negotiations to ensure renewals reflect the portfolio's value.

Responsibilities

• Manage end-to-end renewals: own the entire renewal cycle to defend our customer base and ensure high retention across your territory.
• Drive growth through upsells: negotiate year-over-year price uplifts and align contract values with product enhancements and market rates to achieve annual revenue increases.
• Qualify and forecast deals: use MEDDPICC to qualify renewal opportunities, identify risks early, and maintain accurate pipeline and revenue forecasts in Salesforce.
• Leverage Customer Success: partner with CSMs to monitor account health, use CSM "value stories" to justify price increases, and identify upsell opportunities.
• Build executive relationships: cultivate strong ties with key decision-makers (C-level Economic Buyers and Champions) and consistently demonstrate ROI to secure renewals.
• Strategic account planning: conduct proactive joint account planning with CSMs to surface pain points early and implement strategies to mitigate at-risk revenue.
• Expand accounts: identify and pursue new seat expansion or module upsell opportunities during renewal conversations.
• Be the customer’s voice: gather and share client feedback on product usage and feature needs with internal teams to drive product improvements.
• Stay competitive: monitor market trends and competitors to effectively position Elsevier’s value during renewals.
• Mentor teammates: coach peers on applying MEDDPICC in renewal deals and share best practices on negotiation tactics and playbooks.

Qualifications

• Proven experience managing the full renewal lifecycle of enterprise accounts with a focus on retention and expansions.
• Ability to act as a trusted advisor to C-level stakeholders, building deep relationships and conducting regular reviews to demonstrate ROI.
• Deep understanding of competitive landscape and market trends to defend market share.
• Customer advocacy: experience capturing user feedback and relaying it to Product/Commercial teams to influence roadmaps.
• Strong strategic planning and risk management skills, including forecasting and budget management to mitigate churn and achieve retention goals.
• Consultative selling skills with demonstrated success in complex B2B environments.
• Excellent negotiation and turnaround skills for handling at-risk accounts and restructuring complex multi-year contracts.
• Data-driven and organized: high proficiency with data and CRM tools (e.g., Salesforce) for managing large account portfolios and accurate forecasting.
• Proficiency in MEDDPICC or similar sales qualification frameworks.

Benefits

• Medical inpatient and outpatient insurance coverage.
• Long service award.
• Flexible working arrangements and numerous wellbeing initiatives.
• Access to learning and development resources, shared parental leave, study assistance and sabbaticals.