Solutions Sales Manager, Research Intelligence Southeast

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