Solutions Sales Manager, Research Intelligence Southeast

5 - 7 years experience  • 

Salary depends on experience
Posted on 02/23/18
Raleigh, NC
5 - 7 years experience
Salary depends on experience
Posted on 02/23/18

We’re hiring for a Solution Sales Manager (SSM) who will be responsible for generating new sales of Elsevier’s Research Intelligence products including: SciVal, PURE, and Analytical Services.  As the SSM, you will be involved in strategic sales to Directors of Research, Administration, IT and c-level contacts within some of the largest, most prestigious research universities in the country. A SSM sells our line of sophisticated software, information and tools that help universities facilitate an evidence-based approach to the research process.  Research Management is an exciting and rapidly developing solution space, and in this position you would join the leaders in the field.

 

Your Responsibilities:

  • Achievement of new-sales, including expansion sales (upsell), towards revenue growth targets of Research Management portfolio in territory

  • Create and execute on the Research Management penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan

  • Collaborate with regional sales teams to develop targeted sales plans

  • Develop a strong understanding of competitor landscape and be able to successfully position against them

  • Negotiate and close contracts for new sales

  • Own and build relationships in the research management offices

  • Successful transition of ownership of the account/ agreement to Account Manager & Customer Consultant, ensuring total growth of the portfolio

  • Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory

  • Key expert in research management workflow, being able to bring global references to customers in territory

  • Stay abreast of development in field and market segment

  • Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives

  • Channel feedback to the Product organization for continued product enhancement and new development needs, including for customized solutions

  

Our Requirements:

  • Proven new-sales track record in competitive environment (minimum of 5 years)
  • Proven experience in complex solution-sales approach - “consultative selling”
  • Excellent analytical and presentation skills
  • Experience working in/or with academia, specifically research administration and management functions would be helpful
  • Knowledge of regional or national research programs, collaboration networks, and university administration a plus; knowledge of bibliometrics is helpful
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Strong collaborator, experienced in working in an international matrix organization helpful
  • Sales prospecting and strong negotiation skills required
  • Self-starter and a positive attitude is a must
  • Frequent travel required (50%)

  We’re offering:

  • Competitive base salary dependent on experience
  • Generous commission and bonus plan based on performance
  • Excellent medical, dental and 401K benefits
  • All business expenses and travel paid
  • Excellent hands-on training program (currently utilizing Miller Heiman sales and account planning) and a team to support you
  • Numerous online resources to assist with self-development and career progression
  • Opportunity to advance within an truly global organization

 RES000SS

Not the right job?
Join Ladders to find it.
With a free Ladders account, you can find the best jobs for you and be found by over 20,0000 recruiters.