Do you excel at building executive relationships that deliver account growth and retention?
Are you able to blend strategic planning with hands-on sales execution in a dynamic environment?
About the Role
The Solutions Account Manager will drive the expansion of our Research Intelligence business by securing new sales and fostering the growth of our existing customer base through renewals and strategic upsell/cross-selling initiatives, achieved through strong partnerships with your accounts. The cornerstone products within the Research Intelligence portfolio include Scopus, SciVal, Pure and Digital Commons. In this pivotal role, you will be responsible for establishing and nurturing customer relationships. Leveraging internal and external resources, your goal is to maximize the value delivered to our customers, ensuring sustained customer satisfaction and retention. You will partner with your accounts, calling on key stakeholders to measure and improve client satisfaction with our products. You will provide excellent customer support and value-added services to ensure the retention and renewal of our customers. You will build and manage relationships, identifying opportunities for sales of new and additional Solutions products.
Responsibilities
Attain booking targets for our Research Intelligence solutions portfolio.
Apply a consultative approach to client needs, translating them into pragmatic propositions and aligning them with the company’s sales strategies and internal policies.
Formulating and executing account strategies that address diverse needs across all levels of accounts.
Ensuring the continuous accuracy of Salesforce records, regularly reviewing sales results and forecasts through tools like Clari and other sales enablement tools.
Gathering, monitoring, and evaluating information, providing valuable market feedback to the business to enhance product development and refine the Go-To-Market strategy.
Actively participating in trade shows and conferences with predefined outcomes.
Integrating and synthesizing information derived from various sources to inform decision-making processes.
Cultivating and nurturing relationships with key decision-makers and influencers at the customer level to actively support Elsevier’s strategic objectives.
Requirements
Possess a minimum of 3-5 years of direct sales experience, demonstrating expertise in a consultative, complex solution-sales approach.
Operate seamlessly on operational, tactical, and strategic levels, showcasing a successful track record in expanding business with customers.
Exhibit self-motivation and drive, with a proven history of selling technology and solutions.
Demonstrate a genuine passion for cultivating relationships with various internal and external stakeholders, including senior-level executives.
Showcase proficiency in strategic account planning and management, with the ability to connect the dots within customer institutions.
Experience in selling enterprise software within an international matrixed organization.
Possess a background in or collaboration with research administration and management functions, showcasing knowledge in regional or national research programs, collaboration networks, and key leaders.
Excel in verbal, and written, and communication and deliver compelling presentations with exceptional skills.
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What We Do
Elsevier is a world-leading provider of information solutions that enhance the performance of science, health, and technology professionals, empowering them to make better decisions, and deliver better care. Because informed decisions lead to better outcomes, Elsevier is a leader in information and analytics for customers across the global research and health ecosystems. Elsevier helps researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. We do this by facilitating insights and critical decision-making for customers across the global research and health ecosystems.
