Solutions Engineer

2 weeks ago

Shanghai, Shanghai, China Elsevier Full time

Purpose of the Job

Solutions Engineers collaborate with Software Account Managers to explore sales opportunities within a specific region and/or market and see them through to completion. They concentrate on understanding, documenting, and validating the customer's needs and success criteria, as well as how Elsevier can assist in achieving them. Leveraging their domain expertise and technical skills, they demonstrate the advantages of Elsevier's Academic Information Systems portfolio (and the broader Research Intelligence portfolio) to potential clients through presentations and sales demonstrations. They then establish testing milestones during pre-sales and gather customer feedback.

  • Pre-sale: Develop customized in-depth presentations and technical demonstrations tailored to the persona, based on a thorough needs analysis with the customer. Collaborate with Product/Marketing to stay up-to-date on the latest features and product roadmaps to be utilized during sales discussions.
  • Sales: Review account and opportunity details in CRM to meet with Account Manager - Solutions and prepare for demonstrations/technical conversations. Conduct demonstrations and document all project requirements and customer needs in CRM.
  • Post-sales: Collate feedback from customers, Customer Success, and Account Manager – Solutions on the demonstration and value proposition, and engage with the Implementation Manager to ensure a smooth transition.

Key Result Areas / Primary Accountabilities

  • Drive technical sales process - Engage with clients to explore their software solution requirements, conduct detailed client discovery focused on needs analysis & solution development in partnership with Account Managers, and effectively convey the value proposition to clients.
  • Support Account Manager - Create and deliver presentations with comprehensive information on targeted software products, demonstrating a deep understanding of client needs and how Elsevier solutions align. Assist the Account Manager with technical queries and support User Group meetings and conferences.
  • Drive tender process - Understand tender requirements, lead on technical tender responses, and collaborate closely with the tender team on proposal submissions.
  • Design solution and proposal to meet client needs - Customize the technical aspects of the sales process and design solutions based on client requirements and promised solution functionality to ensure high customer satisfaction. Contribute to Product roadmap discussions and strategize with the Sales & Product team.
  • Provide support during implementation and post-installation – Facilitate the translation of client needs to the implementation team and customer success manager, aiding in successful implementation.
  • Generate referrals and reference customers – Foster relationships with clients during pre-sales and handover processes to have satisfied clients who can provide referrals and serve as active reference customers.

Qualifications – (education, competencies, skills, experience)

  • Bachelor's degree in computer science, Software Engineering, or Management Information Systems or a related field
  • 5+ years of sales experience as a Solution Engineer/Pre-Sales Consultant or similar
  • SaaS experience is a plus
  • Publishing expertise and experience with publishing systems are advantageous
  • Excellent communication and relationship-building skills
  • Fluency in English and Mandarin/Chinese
  • Extensive experience in selling and implementing software systems
  • Proven experience in consultative selling
  • Strong analytical skills and attention to detail
  • Excellent software demonstration and presentation abilities
  • Capability to develop comprehensive software solutions

Desirable skills and experience

  • International matrixed organization experience
  • Real-world experience in the academic sector with research support focus
  • Familiarity with APIs & XML for data exchange between systems

Working with us

We are a fair opportunity employer dedicated to helping you succeed. Our environment is inclusive, collaborative, innovative, and enjoyable, where everyone plays a role. We foster a diverse workplace with passionate colleagues who are committed to their work and approach.

We advocate for a healthy work/life balance throughout the organization, supporting you in achieving your short and long-term goals.

What we offer

At Elsevier, your well-being and success are crucial for a prosperous career. Some benefits we provide include:

  • Competitive base salary based on experience
  • Generous Commission/bonus plan tied to performance
  • Comprehensive hands-on training program and team support
  • Abundance of online resources for self-development and career advancement
  • Potential for career growth within the global organization

Join Us

Are you prepared to contribute to our advancements in science and health? Join a forward-thinking digital business addressing global challenges and align your aspirations with our mission of promoting global knowledge-sharing.

If this opportunity resonates with you, feel free to reach out to us.

Elsevier is an equal opportunity employer: qualified applicants are considered on merit without regard to various attributes. We are committed to a fair hiring process. If you require accommodation or adjustment, please inform us through the provided channels.

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