• 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-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
    Conduct needs analysis and qualify leads and work with 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-sales
    Follow timely and process driven handover to CSM. Work closely with CSM to leverage insights to drive additional sales activities.

  • Renewals
    Manage 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.

  Responsibilities

  • Meeting 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 necessary
  • Reviewing sales results and forecasts regularly using tools like Clari, adjusting actions accordingly
  • Collaborating with regional and federal government agencies to develop projects for scientific databases and solutions
  • Gathering, monitoring, and evaluating information, providing market feedback to enhance product development and go-to-market strategies
  • Participating in trade shows and conferences, with agreed outcomes.

  
  Requirements

  • Have 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.

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