Solutions Sales Manager, Research Intelligence Southeast
5 - 7 years experience •
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:
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Achievement of new-sales, including expansion sales (upsell), towards revenue growth targets of Research Management portfolio in territory
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Create and execute on the Research Management penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
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Collaborate with regional sales teams to develop targeted sales plans
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Develop a strong understanding of competitor landscape and be able to successfully position against them
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Negotiate and close contracts for new sales
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Own and build relationships in the research management offices
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Successful transition of ownership of the account/ agreement to Account Manager & Customer Consultant, ensuring total growth of the portfolio
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Key expert on the competitor: knows everything about the competitors’ business, strategy and sales approach in territory
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Key expert in research management workflow, being able to bring global references to customers in territory
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Stay abreast of development in field and market segment
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Provide continuous feedback to product and marketing teams and participate in projects to help marketing in meeting strategic sales objectives
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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
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