Job Description

Elsevier is a global information analytics company specializing in science and health. What inspires us is scientific and health discoveries and technological advances that improve life on earth. Our Pure and Mendeley Data products are leading SaaS solutions for managing research information and research data, respectively, at a university and other research organizations. They are among a portfolio of other leading research intelligence solutions we offer to the market.

We are looking for a Solution Sales Manager (SSM) who who will lead engagements with universities and other research organizations and work with account managers and general Research Intelligence solution sales managers to generate new business. Research information and research data management are well accepted concepts in the ANZ academic world so we need a leader who can help guide them as they evolve in their implement of tools to support their operational strategies. 

Your Responsibilities:

  • Develop a deep understanding of the research information/data management space and the competing players
  • Achievement of quarterly and annual renewal and new sales targets in assigned territory.
  • Conduct thorough needs analyses
  • Create and deliver technical sales presentations.
  • Collaborate with regional sales teams to develop targeted sales plans for each sub-region and the execution of these plans
  • Negotiate and close contracts for new sales. Ensure a smooth transition to the implementation manager after contract signature.
  • Channel feedback to the Product organization for continued product enhancements relevant to the region
  • Become a thought leader in research information management and be a coach to other sales colleagues in learning the space and Pure.
  • Successfully influence RFP requirements and work with the tender management team to submit winning bids.

Our Requirments:

  • Lots of energy, curiosity and creativity. University degree a must – a huge plus if in a technical or scientific field.
  • Influential self-starter. Taking leadership on prospects and customer engagements.
  • Previous relationship management or technical business development experience
  • Minimum of 5 years’ proven new-sales track record in competitive environments
  • Excellent communication and interpersonal skills. Ability to effectively communicate with different levels of staff including computer engineering, project management, business, C-level both internally and externally
  • Real world experience in the academic sector desirable
  • Outstanding “best of breed” technical and people skills
  • High level of knowledge and understanding of info systems and web applications (RESTful API calls, web sessions, JavaScript, XML)
  • Understanding of SaaS based technologies
  • Strong presentation skills
  • Experienced in working in an international matrixes organization is helpful
  • A passion for closing deals.
  • This job requires frequent travelling to diverse locations within your territory (40%+).

What we offer

Our working culture is highly respectful, stimulating and diverse; enabling bright, passionate people to do their best work. We offer challenging but realistic objectives, recognition for achievement, and the opportunity to challenge the status quo. We're a truly global company, working across geographies everyday with our people in sharing a passion for health and science. Our people are pragmatic, commercial, work collaboratively and are excellent relationship builders. We offer an opportunity to make a difference in people's lives by helping the health and science communities find and use trusted, high-quality information.

Save Job