Do you possess expertise in consultative selling?
Do you have experience partnering with Academic & Research institutions?
About our Team
The Research Intelligence team collaborates with prominent research and funding institutions to optimize resource allocation, refine collaboration processes, and elevate the overall efficiency of research endeavors. Offering cutting-edge SaaS solutions, data, and analytics, we cater to customers seeking insights to bolster their strategy and impact. Our expertise extends to delving into complex questions, providing answers supported by precise, in-depth analysis.
About the Role
Your primary focus will be to drive the expansion of our Research Intelligence business by securing new sales and fostering the growth of existing accounts. You will provide excellent customer support and value-added services to ensure retention and renewal of our customers. You will build and manage relationships to identify opportunities for sales of new and additional Solutions products.
Responsibilities
- Achieving overall revenue targets for a portfolio of scientific databases and solutions. Including Solutions Products and Content Licensing.
- Applying a consultative approach to client needs and aligning them with the company’s sales strategies and internal policies.
- Formulating focused strategies tailored towards the market; align 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.
- Conducting annual account planning and execution (jointly with Account Manager where required). Ensure Salesforce is always up to date. Reviewing sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly.
- Gathering, monitoring and evaluating competitor information and providing market feedback to the business to enhance product development and Go-To-Market strategy. Including Providing market feedback to enhance product development for a more customer-focused product.
- 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.
- Integrating and processing information derived from current projects, customers, market awareness and technical knowledge.
Requirements
- Have proven experience in direct sales, demonstrating expertise in a consultative, complex solution-sales approach.
- Be able to work on an operational, tactical and strategic level.
- Be self-motivated and driven and love building relationships with multiple internal and external stakeholders. (e.g. senior levels)
- Experience in building out (expanding) business with a customer and in strategic account planning. You can connect the dots within customer’s institutions.
- Demonstrate proficiency in strategic account planning and management, with the ability to connect the dots within customer institutions.
- Have experience in selling enterprise software within an international matrixed organization.
- Demonstrate exceptional communication (verbal and written) and presentation skills.
- Have experience selling enterprise software and working in an international matrixed organization.
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.
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Salary Range
$95,000 base plus 57k VC (broken down and paid out quarterly)
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The salary range provided in this posting is the base salary range for California.$72,400.00 - $120,600.00
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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