Solutions Engineers work with Account Managers - Solutions to grow sales opportunities within a region and/or market and take them to close. They focus on understanding, documenting and validating with the clients what the customer’s needs and success criteria and how Elsevier can help to achieve them. They leverage deep domain expertise and in-depth technical skillset to explain the benefits of Elsevier’s Life Sciences portfolio to potential clients through demonstrations and sales presentations.
- Pre-sale: Prepares persona-tailored in-depth presentations and technical demos on specific chemistry workflows, informed by their in-depth needs analysis with the customer. Engages with Product/Marketing to ensure understanding of latest features and product roadmaps to be leveraged during sales conversations.
- Sales: Reviews opportunity and account information in CRM to meet with Account Manager - Solutions and prepare for demo/technical discussion. Conduct demo and log all customer needs in CRM.
- Post-sales: Gathers insights from customer, Customer Success and Account Manager – Solutions on demo and value story and engages with Customer Success Manager to ensure successful hand-off.
Key Result Areas / Primary Accountabilities
- Drive technical sales process - Meeting with clients to discuss their life sciences solutions needs. Conducting detailed client discovery focused on the customer needs analysis & solution development in alignment with the Account Managers. Effectively communicating the value proposition to clients.
- Support Account Manager- Drafting and delivering presentations with in-depth information on targeted life sciences products, reflecting an in-depth understanding of client needs and how Elsevier solutions can fit in. Supporting the Account Manager with all technical-related queries. Supporting User Group meetings and conferences, working closely with the Marketing team on formulation of use cases, value proposition & client endorsement.
- Drive the tender process - Understand tender requirements; lead technical tender requirements and responses, in close cooperation with AMs and the tender team on tender write-ups.
- Develop solution and overall proposal to meet client needs and realize success & satisfaction - Perform the more technical parts of the sales process and tailor to the client’s needs and promised functionality of the solution in complex chemistry cases, thereby achieving high customer satisfaction based on client success metrics. Contribute to Product roadmap discussion and strategy; strategizing with the Sales & Product team to develop feasible life sciences solutions.
- Provide support during new customer handover – Ensure translation of client needs via handover to the customer success manager; support the Customer Success Manager as needed in delivering a successful onboarding.
- Play an active role in generating referrals and reference customers – As a trusted partner during the pre-sales and handover process, aiming to have highly satisfied clients who generate referrals and become active reference customers. Support the finding of new potential clients through their network.
Qualifications – (education, competencies, skills, experience)
- PHD/MSc in Chemistry/Life Sciences-related field.
- 5+ years of sales experience as a Customer Consultant/ Pre-Sales Consultant or similar
- Affinity and experience in the Life Sciences domain is a plus
- Ability to engage and interact with C-level stakeholders (universities, societies, policy makers)
- Understanding of and experience with the scientific publishing process/industry is a plus
- Ability to present ideas in a clean, user-friendly way.
- Great communication skills
- Exceptional relationship-building skills.
- Experience working in an international matrixed organization is a plus.
- Fluent in English
- Proven experience in complex solution-sales approach - “consultative selling”
- Excellent analytical skills, attention to detail
- Excellent demonstration and presentation skills
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Skills Required
- PhD or MSc in Chemistry or a Life Sciences-related field
- 5+ years of sales experience as a Customer Consultant, Pre-Sales Consultant, or similar
- Ability to engage and interact with C-level stakeholders
- Ability to present ideas in a clean, user-friendly way
- Strong communication skills
- Exceptional relationship-building skills
- Fluency in English
- Proven experience with complex solution sales and consultative selling
- Excellent analytical skills and attention to detail
- Excellent demonstration and presentation skills
- Experience in the Life Sciences domain
- Understanding of and experience with the scientific publishing process or industry
- Experience working in an international matrixed organization
RELX Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about RELX and has not been reviewed or approved by RELX.
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Retirement Support — Retirement support is positioned as a meaningful part of total rewards through a 401(k) plan with matching contributions, alongside other financial protections such as life and disability coverage. Tuition reimbursement and share purchase access further broaden the financial value of the package beyond base salary.
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Leave & Time Off Breadth — Leave and time off breadth appears strong, with generous vacation allowances, mental health days, and options like sabbaticals and tiered PTO by tenure. Parental and caregiving leaves are described in detail, reinforcing time-away benefits as a standout component of the overall package.
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Wellbeing & Lifestyle Benefits — Wellbeing and lifestyle benefits are supported by offerings such as mental health support (e.g., app access), EAP resources, gym-related perks, and wellness incentives. Flexible working hours and related work-life supports add to the perceived day-to-day value of benefits.
RELX Insights
What We Do
RELX is a global provider of information-based analytics for professional and business customers across industries. We help scientists make new discoveries, doctors and nurses improve the lives of patients and lawyers win cases. We prevent online fraud and money laundering, and help insurance companies evaluate and predict risk. Our events enable customers to learn about markets, source products and complete transactions. In short, we enable our customers to make better decisions, get better results and be more productive. We do this by leveraging a deep understanding of our customers to create innovative solutions which combine content and data with analytics and technology in global platforms. RELX serves customers in more than 180 countries and has offices in about 40 countries. It employs approximately 30,000 people of whom almost half are in North America. We operate in four major market segments: Scientific, Technical & Medical; Risk & Business Analytics; Legal; and Exhibitions.
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