Engineering Account ManagerItaly, France, Spain, Portugal, Israel Are you skilled in consultative selling, with a background in complex solution-sales approaches? Are you passionate about developing customer relationships that contribute to the overall success of the organization? About our Team Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world's richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes. About the Role You will focus on growing your respective Solutions line through new sales and maintenance/growth of current base (renewals and upsell/cross-sell). Account Managers have 3 flavours - Research Intelligence, Life Sciences, or Engineering. You are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.Pre-saleResponsible 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.SalesConduct needs analysis and qualify leads and work with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross-functional teams. Prepare for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.Post-salesFollow timely and process driven handover to CSM. Work closely with CSM to leverage insights to drive additional sales activities.RenewalsManage and close 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. Ensure that uncontested renewals are effectively managed by the Renewals Desk.ResponsibilitiesMeeting overall revenue targets for a portfolio of scientific databases and solutions, including Solutions Products and Content Licensing;Employing a consultative approach to understand client needs and translate them into realistic propositions and packages. Ensuring these are aligned with the company's sales strategy;Formulating strategies tailored to market needs, aligning sales approaches with company policies, and implementing account strategies addressing differentiated needs;Executing annual account planning, collaborating with Account Managers when necessarylReviewing sales results and forecasts regularly using tools like Clari, adjusting actions accordinglylCollaborating with regional and federal government agencies to develop projects for scientific databases and solutionslGathering, monitoring, and evaluating information, providing market feedback to enhance product development and go-to-market strategieslParticipating in trade shows and conferences, with agreed outcomes.RequirementsHave a degree in a technical field;Have sales experience at senior levels and a background in complex solution-sales approach - "consultative selling";Able to operate on an operational, tactical and strategic level with experience in building out (expanding) business with a customer;Be self motivated and driven with a proven track record selling technology and solutions;Be passionate about building relationships with multiple internal and external stakeholders (e.g. senior levels);Experience in strategic account planning; can connect the dots within customer's institutions;Experience selling enterprise software and working in an international matrixed organisation;Experience working in or with research administration and management functions;Have knowledge in regional or national research programs, collaboration networks, and key opinion leaders.Work in a way that works for you We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals. Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productiveWorking for you We know that your wellbeing and happiness are key to a long and successful career, as this role is global, benefits may vary according to your location. These are some of the benefits we are delighted to offer:Health care plans and benefitsModern Family Benefits, including maternity, paternity, adoption and surrogacyLife assurance and accident policiesComprehensive pension and retirement plansAccess to learning and development resourcesYour recruiter will advise you on the benefits package for your location About the Business A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.-----------------------------------------------------------------------Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form: .Please read our .
