Research Solutions Account & Strategic Sales Manager

Elsevier • Winnipeg, MI

3d • Remote

About The Position

This Home-Based role will be responsible for managing and selling the suite of Research Intelligence solutions in the states of Michigan, Iowa, Minnesota and Wisconsin. Residence in one of the respective states is desired. The role involves achieving overall revenue targets for a portfolio of scientific databases and solutions, understanding client needs through a consultative approach, and translating them into realistic propositions and packages. It requires formulating focused strategies tailored to the market, devising and implementing account strategies, and planning annually for accounts. The position involves working closely with regional and federal government agencies, gathering competitive information, participating in trade shows, and developing relationships with key decision makers and influencers. The role also includes providing market feedback to enhance product development and ensuring Salesforce is 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.

Nice To Haves

• Experience working in or with research administration and management functions highly valued. This includes regional or national research programs, collaboration networks, and key opinion.

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.

Benefits

• Shared parental leave
• Study assistance
• Sabbaticals

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree