Account Manager - Solutions
Are you passionate about promoting innovative products and services?
Do you want to help radiologists, pathologists, and other healthcare professionals?
Location: Dubai
About our Team
The A&G Sales team in Elsevier Dubai is dedicated to serving the academic and government market segments by providing innovative solutions and services. This team is responsible for driving sales and marketing efforts, ensuring that customers receive the best possible support and engagement. They work closely with various stakeholders to understand customer needs and deliver tailored solutions that enhance research and academic outcomes. The team is known for its strong customer focus, strategic approach, and commitment to excellence in the academic and government sectors
About the Role
Account Manager – Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). In this position, Account Manager (AM) will be responsible for Research Intelligence (RI) which includes Scopua, Scival, Pure, Digital commons, and Interfolio being the expert in these solutions. AMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth. AMs will work closely with other Account Managers depending on the account and go to market strategy
Responsibilities
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.
Achieving overall revenue targets for a portfolio of scientific databases and solutions including Solutions Products and Content Licensing
Understanding client needs in a consultative approach and translate into realistic propositions and packages in support of the company sales strategy.
Formulating 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.
Working closely with regional and federal government agencies to develop projects for scientific databases and solutions.
Requirements
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.
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 productive
Working for you
We know that your well-being and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:
Enhanced family support and Shared Parental Leave
Competitive pension contributions
Electric Vehicle Scheme
Save As You Earn Share Scheme
Optional Private Medical and Dental Insurance
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.
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