Research Solutions Account & Strategic Sales Manager

Elsevier Inc. is a global leader in information and analytics, supporting researchers and healthcare professionals. The Research Solutions Account & Strategic Sales Manager will manage and sell Research Intelligence solutions, focusing on consultative selling to academic and research institutions in specific states.

Responsibilities:

• Achieving overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing
• Understanding client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy
• Formulating focused strategies tailored towards the market; aligning sales approach to meet market needs in accordance with company policies; devising and implementing account strategies to address differentiated needs at all levels of accounts
• Planning annually for accounts and execution (jointly with Account Manager where required)
• Reviewing sales results and forecasts regularly e.g. via Clari and other sales enablement tools and adjust actions accordingly
• Working closely with regional and federal government agencies to develop projects for scientific databases and solutions
• Gathering, monitoring and evaluating competitive information and provide market feedback to the business to enhance product development and GTM
• Participating in trade shows and conferences, with agreed outcomes
• Developing and maintaining relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives
• Providing market feedback to enhance product development for a more customer-focused product
• Integrating and processing information derived from current projects, customers, market awareness and technical knowledge
• Ensuring Salesforce is always up to date

Requirements:

• Have a background in Sales with a complex solution-sales approach - 'consultative selling' (minimum 3 years), and experience selling enterprise software
• Have a university degree. Masters, or degree in a technical field is highly valued
• Able to operate on an operational, tactical and strategic level
• Display a proven track record selling technology and solutions
• Are self-motivated, driven and love building relationships with multiple internal and external stakeholders (e.g. senior levels)
• Experience in building out (expanding) business with a customer(s)
• Experience in strategic account planning; can connect the dots within customer's institutions
• Experience and knowledge of specific Research Intelligence solution areas
• Have exceptional communication (verbal and written) and presentation skills
• Experienced in working in an international matrixed organization
• Experience working in or with research administration and management functions highly valued. This includes regional or national research programs, collaboration networks, and key opinion