Do you possess expertise in consultative selling, coupled with a background in navigating complex SaaS solutions, data analytics, and Artificial Intelligence?
Do you have experience partnering with Academic & Research institutions, including US Government National Labs and Agencies?
About The Team
Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world’s richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.
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 our existing customer base through renewals and strategic upsell/cross-sell initiatives, achieved through strong partnerships with your accounts. This territory specifically serves our U.S. government customers, and experience selling to the Department of Defense would be a plus. The cornerstone products within the Research Intelligence portfolio include Scopus, SciVal, and Pure. In this pivotal role, you have the responsibility of not only establishing but also nurturing customer relationships. Leveraging both internal and external resources, your goal is to maximize the value delivered to our customers, ensuring sustained customer satisfaction and retention. You will partner with your accounts, calling on key stakeholders to measure and improve the client satisfaction of our products. 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
- Attaining bookings targets for our Research Intelligence solutions portfolio.
- Applying a consultative approach to client needs, translating them into pragmatic propositions and aligning them with the company’s sales strategies and internal policies.
- Formulating and executing account strategies that address diverse needs across all levels of accounts.
- Ensuring the continuous accuracy of Salesforce records, regularly reviewing sales results and forecasts through tools like Clari and other sales enablement tools.
- Gathering, monitoring, and evaluating information, providing valuable market feedback to the business to enhance product development and refine the Go-To-Market strategy.
- Actively participating in trade shows and conferences, with predefined outcomes.
- Integrating and synthesizing information derived from various sources to inform decision-making processes.
- Cultivating and nurturing relationships with key decision-makers and influencers at the customer level to actively support Elsevier’s strategic objectives.
Requirements
- Must have experience selling in the Federal Government space
- Possess a minimum of 3-5 years of direct sales experience, demonstrating expertise in a consultative, complex solution-sales approach.
- Operate seamlessly on operational, tactical, and strategic levels, showcasing a successful track record in expanding business with customers.
- Exhibit self-motivation and drive, with a proven history of selling technology and solutions.
- Demonstrate a genuine passion for cultivating relationships with a diverse range of internal and external stakeholders, including senior-level executives.
- Showcase proficiency in strategic account planning and management, with the ability to connect the dots within customer institutions.
- Experience in selling enterprise software within an international matrixed organization.
- Possess a background in or collaboration with research administration and management functions, showcasing knowledge in regional or national research programs, collaboration networks, and key leaders.
- Excel in communication, both verbal and written, and deliver compelling presentations with exceptional skills.
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 for You
Benefits
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
- In addition to annual Paid Time Off, we offer 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.
Compensation Base Range: $90-110k
plus target commission goal is 66.67% of base
The salary range provided in this posting is the base salary range for Washington DC:$74,000.00 - $123,100.00
This is a sales job which may be eligible for a sales incentive or commission plan.
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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