Sales Executive - SaaS for Federal Government
About The Position
The Sales Executive will drive expansion of Elsevier’s Research Intelligence business with U.S. Government customers by securing new sales and growing existing accounts through renewals and strategic upsell and cross-sell initiatives. The territory includes the Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. The role builds long-term customer partnerships, establishes and nurtures relationships, and uses internal and external resources to maximize value delivery, customer satisfaction, and retention. It also engages key stakeholders to measure and improve client satisfaction, provide high-quality support and value-added services, and identify opportunities to expand adoption of Elsevier’s solutions.
Requirements
- Experience selling into the U.S. Federal Government.
- 3–5 years of direct sales experience, focused on consultative, complex solution selling.
- Ability to operate at operational, tactical, and strategic levels, with a track record of account growth.
- Self-motivation and demonstrated success selling technology solutions.
- Ability to build relationships with diverse stakeholders, including senior executives.
- Experience in strategic account planning and navigating complex customer organizations.
- Background selling enterprise software within a matrixed organization.
- Excellent verbal and written communication skills, including strong presentation abilities.
Nice To Haves
- Familiarity with research administration or collaboration with research management functions.
Responsibilities
- Achieve bookings targets for the Research Intelligence solutions portfolio.
- Use a consultative approach to understand client needs and translate them into practical solutions aligned with company strategy.
- Develop and execute account strategies that address needs across multiple levels within customer organizations.
- Maintain accurate Salesforce records and regularly review sales results and forecasts using tools such as Clari.
- Gather and analyze market insights to inform product development and Go-To-Market strategy.
- Represent Elsevier at trade shows and conferences with clear objectives and outcomes.
- Synthesize information from multiple sources to support effective decision-making.
- Build and maintain relationships with key decision-makers and influencers to support strategic objectives.
Benefits
- Flexible working options
- Wellbeing initiatives
- Shared parental leave
- Study assistance
- Sabbaticals
- Medical, dental, and vision coverage
- 401(k) with match
- Employee Share Purchase Plan
- Wellness platform
- Headspace subscription
- Employee Assistance Programs
- Short- and long-term disability insurance
- Life insurance
- Accidental death insurance
- Critical illness insurance
- Hospital indemnity insurance
- Parental leave
- Adoption and surrogacy support
- HSA, FSA, dependent care, and commuter benefits
- Paid time off
- Volunteer and Employee Resource Group participation days
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
