Consortia Key Account Manager, Institutional Partnerships

Frontiers

  • London
  • Permanent
  • Full-time
  • 1 month ago
Who we areWe are on a mission to make all science open, enabling the research community to develop the solutions we all need to live healthy lives on a healthy planet.Frontiers is one of the world’s largest and most impactful research publishers, dedicated to making peer-reviewed, quality-certified science openly accessible. Our articles have been viewed 4 billion times, reflecting the power of research that is open for all.Follow the links below to learn more about our work.What we can offer youAt Frontiers our working model for new roles is hybrid, offering flexibility to work from home while staying connected through our office hubs in key locations. This approach reflects our commitment to productivity, trust, and a collaborative team culture.We provide a range of benefits across our global locations, including but not limited to:4 additional wellbeing days in addition to existing annual leave allowanceAccess to learning platforms and dedicated learning & development timeA range of wellbeing initiatives, including free online yoga classes and an employee assistance planEmployees can dedicate three days each year to volunteerAdditional benefits depending on your location (e.g. pension plan and private medical care)Role SummaryAs a Consortia Key Account Manager, you will drive growth across key institutional accounts by leading strategic outreach, managing complex negotiations, and aligning internal resources to support Frontiers' Open Access mission. You'll play a critical role in shaping and executing our global consortia sales strategy, with autonomy to innovate and lead in a dynamic environment.Key ResponsibilitiesSales Leadership & Execution
  • Execute the global sales plan across assigned consortia and territories.
  • Tailor strategies using insights from accounts and regional dynamics.
  • Meet or exceed personal sales targets; provide accurate forecasts and data analysis.
  • Craft compelling value propositions for libraries, institutions, and researchers.
Account Management & Relationship Development
  • Own and manage key relationships with consortia, top-tier universities, and research organizations.
  • Lead high-value negotiations, including consortia and national-level deals.
  • Act as a trusted advocate and ambassador for Frontiers in the library and scholarly communication communities.
Market Intelligence & Strategic Development
  • Gather insights from stakeholders and market data to inform sales tactics and product development.
  • Provide feedback from consortia to influence and support strategic planning.
Cross-functional Collaboration
  • Work closely with Public Affairs, Product, Marketing, and Account Development teams to align efforts.
  • Ensure smooth onboarding, renewal, and account development across internal functions.
Innovation & Autonomy
  • Use independent judgment to identify opportunities and optimize strategies.
  • Contribute to ongoing improvements in tools, processes, and partner experience.
Success Metrics
  • Achievement of sales targets and revenue growth.
  • New and renewed institutional partnerships.
  • Positive representation of Frontiers in the consortia and library ecosystem.
Who You’ll Work WithInternal: Global Sales, Market Strategy, Account Development, Public Affairs, Product, Publishing, CX.
External: Academic libraries, universities, research consortia, funders, policy makers, and institutional leaders.What You BringExperience & Knowledge
  • 5+ years in institutional sales, ideally within academic publishing or higher education.
  • Strong background in Open Access or STEM-related technologies.
  • Experience managing multi-stakeholder sales cycles (9–18 months) and closing large, complex deals.
  • Proven ability to negotiate institutional and consortia-level agreements.
Skills
  • Strategic account planning and territory management (LAMP a plus).
  • Exceptional communication and presentation skills.
  • Strong data analysis and CRM proficiency (Salesforce or HubSpot).
  • Comfortable with 25–50% travel (domestic and international).
Mindset & Approach
  • Entrepreneurial, collaborative, and self-driven.
  • Adept at navigating complex institutional landscapes and building long-term partnerships.
  • Committed to advancing Open Science and global research accessibility.
Apply nowPlease click the 'apply' button on this page and submit your application in English.Please inform us if you require any special accommodations to participate fully in our recruitment experience. You can contact us at careers@frontiersin.org for any additional support.Equal opportunity statementFrontiers actively embraces diversity and is a safe and welcoming workplace. Recruitment is free from discrimination – including based on race, national or ethnic origin, age, religion, disability, sex, gender identity or sexual orientation. With employees from more than 50 different nations, our diversity creates vibrant teams and constantly challenges us to appreciate multiple perspectives.

Frontiers