Sales Engineer – ClinicalKey

RELX

19d•$125,300 - $232,700•Remote

About The Position

This role is for a Sales Engineer focused on Elsevier's flagship Clinical Decision Support platform, ClinicalKey. The Sales Engineer will act as the technical expert, supporting the sales team by explaining how ClinicalKey integrates with customer Electronic Health Records (EHRs), guiding them through integration, security, and AI reviews, and removing technical obstacles to close deals. The position involves working with sales teams across North America and serving as a liaison between the field and Product/Technology teams.

Requirements

Experience in a sales engineering, solutions consulting, technical pre-sales, or clinical informatics role in healthcare technology.
Working knowledge of healthcare interoperability standards, including HL7 FHIR resources, SMART on FHIR, and OAuth 2.0 based authorization.
Familiarity with major EHR platforms and their integration and marketplace models.
Understanding of how health system IT organizations evaluate and deploy third-party applications.
Experience supporting enterprise sales cycles and partnering directly with sellers.
Experience navigating customer security, privacy, and compliance reviews, including HIPAA and PHI handling considerations.
Understanding of clinical workflow and ability to establish credibility with clinicians, informaticists, and technical stakeholders.
Working knowledge of large language model-based solutions and customer questions regarding accuracy, evidence, and governance.
Excellent communication skills, with the ability to translate technical detail into clinical and commercial value.
Proactive and able to work successfully in a matrixed environment.
Project and time management skills with the ability to set and maintain priorities across multiple concurrent deals.
Able to bring energy and enthusiasm and foster effective teams.
Willing to travel to customer sites as required.

Responsibilities

Serve as the on-demand technical partner to ClinicalKey sellers, joining discovery calls, demonstrations, and technical deep dives.
Act as the single point of escalation for integration questions during an active sales cycle.
Qualify Patient Context fit by assessing the customer’s environment, including EHR vendor and version, FHIR API availability, SMART on FHIR launch support, single sign-on model, and patient data elements exposed.
Deliver and tailor technical demonstrations showcasing ClinicalKey within the customer’s clinical workflow.
Own the technical narrative for integration, including SMART on FHIR launch, patient context passing, OAuth 2.0 authorization, FHIR resources consumed, and how retrieved content is grounded in the patient record.
Lead responses to customer security, privacy, and compliance reviews, including data flow, PHI handling, HIPAA and BAA questions, and third-party risk documentation.
Represent the solution in AI governance and clinical informatics committee reviews, explaining model behavior, evidence sourcing, citation provenance, and safeguards.
Scope integration effort and prerequisites, including customer IT resources, interface team involvement, environment access, and vendor certification requirements.
Design and run technical pilots, including success criteria, environment set-up, and validation.
Ensure a clean transition to Implementation and Customer Success by documenting agreed technical scope, configuration decisions, and open risks.
Act as the field’s channel to Product and Technology, surfacing integration gaps, competitive blockers, and recurring technical objections, and providing roadmap answers.
Enable the ClinicalKey sales team to handle first-line technical conversations through primers, objection-handling guides, architecture summaries, and reference material.
Build and maintain reusable technical collateral, reference architectures, and demonstration environments.
Translate technical detail into clinical and commercial value for diverse audiences (EHR analysts, CIOs, clinicians).
Track technical win and loss patterns and report on deal friction points to inform enablement and product investment.