Account Manager
2 days ago
Our Company
Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.
Purpose of the Job
Account Manager – Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). Account Managers (AM) have three flavors – Research Intelligence, Life Sciences, or Engineering, each being experts in their respective product lines and solutions. AMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth. AMs will work closely with Account Managers depending on the account and go to market strategy.
Pre-sale: Responsible for developing account plans across their respective product lines to deliver a cohesive value story and support revenue goals, including identifying key stakeholders, understanding budget process, SWAT analysis etc. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager - Research. Sales: Conducts needs analysis and qualifies leads and works with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross-functional teams. Prepares for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM. Post-sales: Follows timely and process driven handover to CSM. Works closely with CSM to leverage insights to drive additional sales activities. Renewals: Manages and closes renewals on time and on budget, maximizing opportunities for cross-sell and upsell, with proper early planning and risk assessment managing resources towards minimizing risk. Ensures that uncontested renewals are effectively managed by the Renewals Desk.Key Result Areas / Primary Accountabilities
Achieve overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing. Understand client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy. Formulate focused strategies tailored towards the market; align sales approach to meet market needs in accordance with company policies; devise and implement account strategies to address differentiated needs at all levels of accounts. Annual account planning and execution (jointly with Account Manager where required) Regularly review sales results and forecasts e.g. via Clari and other sales enablement tools and adjust actions accordingly. Work closely with regional and federal government agencies to develop projects for scientific databases and solutions. Gather, monitor and evaluate competitive information and provide market feedback to the business to enhance product development and GTM. Participation in trade shows and conferences, with agreed outcomes. Develop and maintain relationships with all relevant decision makers and influencers at the customer level to support Elsevier’s strategic objectives. Provide market feedback to enhance product development for a more customer-focused product. Integrate and process information derived from current projects, customers, market awareness and technical knowledge. Ensure Salesforce is always up to date.Qualifications – (education, competencies, skills, experience)
University degree, Master or degree in a technical field is advantageous. Sales experience at senior levels (minimum of 3 years) Able to operate on an operational, tactical and strategic level. Proven track record selling technology and solutions Self-motivated and driven. Love building relationships with multiple internal and external stakeholders (e.g. senior levels) Experience in building out (expanding) business with a customer. Experience in strategic account planning; can connect the dots within customer’s institutions. Preferred experience and knowledge of specific Research Intelligence solution areas Background in complex solution-sales approach - “consultative selling” (minimum 3 years) Strong communication (verbal and written) and presentation skills. Experience selling enterprise software. Experienced in working in an international matrixed organisation. Experience working in or with research administration and management functions. Knowledge in regional or national research programs, collaboration networks, and key opinion leaders.-----------------------------------------------------------------------
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