Solutions Engineer/ Sales Consultant

Solutions Engineer/Sales Consultant
 

Are you able to build successful relationships with customers?
 

Are you a natural problem solver who enjoys applying this skill in solutions-based selling?
 

About our Team
 

We are a team of experts specializing in helping Research Leaders & Information managers turn information into actionable knowledge. We provide research software solutions to advance research performance, grow global reputation, expand funding streams, and enable collaboration. To ensure success as a Solution Engineer, you should have a deep understanding of customer priorities and processes, in-depth knowledge of software systems, a passion for sales and customer satisfaction, and excellent communications skills. Ultimately, a top-notch Solutions Engineer drives sales by securing the solution fit in complex projects aligned to the customer's needs.
 

About the Role
 

The Solution Engineer/Sales Consultant works on in-depth sales of our software solutions like Pure, Funding Institutional, and Digital Commons. You closely collaboration with our Research Intelligence Sales team. The sales process includes solution features, customer business processes, workflows, integration with systems and/or applications. Additionally, the use of APIs, hosting options, compliance with national policies and regulations, implementation/customer service, and so on. You'll engage with senior management stakeholders identifying and analyzing short and long-term customer needs, success criteria, and possible business cases. Proposing the best possible software solutions for our customers, conduct advanced customer needs analysis and solution development. You deliver presentations, demonstrate our software products and drive the tender processes. You oversee the implementation processes until after delivery. Working closely with the Product teams towards designing software solutions for our customers. You support our Solution Sales Managers in creating commercial proposals and may participate in some of their prospecting/discovery calls. You are expected to represent the company/our software solutions at thought leader events. You will report to the Regional Software Solutions Manager, The Americas.
 

Responsibilities
 

• Establishing and building new relationships with universities in your territory to understand customer’s needs and future opportunities for growth.
• Delivering presentations with in-depth information on targeted software products and performing extensive demos of our software solutions. Including handling strategic and detailed questions that come up during the sales process.
• Delivering the client’s needs and promised functionality of the solution, achieving high customer satisfaction based on client success metrics. Including generating referrals and turning them into active reference customers, to support finding new potential clients through the network.
• Contributing to Product roadmap discussions and strategy; strategizing with the Sales & Product team to create feasible software solutions. Additionally, contributing to Product roadmap discussion and strategy; strategizing with the Sales & Product team to create feasible software solutions.
• Developing a thorough understanding of our competitor landscape to be able to position our solutions against them successfully
• Driving the content of the tender process, understanding tender requirements, leading detailed tender requirements and responses. (In close cooperation with the tender team on tender write-ups.)
• Collaborating successfully using a team-selling approach to ensure the growth of our portfolio.
• Creating and managing a territory plan to work sales opportunities from needs analysis to successful implementation.

Requirements
 

• Have advanced education or similar/comparable expertise in a professional career. (In Computer Science, Software Engineering, or Management Information Systems.)
• Have a proven, extensive experience with selling, servicing, and implementing software systems. (As a Solution Engineer, Pre-Sales Consultant/Technical Sales or similar.
• Show an understanding of Academia, Research, or Business environments.
• Demonstrate experience in complex solution sales to C-suite using a value-based, consultative sales approach.
• Be able to collaborate with teams in a global matrix environment.
• Be able to travel within your region frequently to meet with customers (up to 50%).
• Have a natural ability to engage, influence, and build relationships with customers, stakeholders, and teams across the business.
• Have knowledge of Publishing expertise and experience with publishing systems and workflows. (Valued experience).

Work in a way that works for you
 

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
 

• Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive

Working for you
 

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
 

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

About the Business
 

A global leader in information and analytics, we help researchers and healthcare professionals' advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
 

Salary Range
 

To be added when data can be disclosed.

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Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: https://forms.office.com/r/eVgFxjLmAK , or please contact 1-855-833-5120.

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