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Solution Sales Manager/Customer Consultant, Research Data Managment
Elsevier
New York, NY, United States
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Research data management means that we help academic research institutions and individual researchers store, share, collaborate around the data they collect throughout their research projects. Our aim is to make research data more re-usable, and therefore help the world of research become more effective.
The Mendeley Data platform will bring our researcher facing products together in a compelling institutional offering. You can already try our (freemium) researcher products yourself:
• Mendeley Data Repository
• Hivebench (electronic lab notebook)
• DataSearch
• Or read more on researchers and data sharing
Elsevier is not only the market leader for worldwide academic publishing, but also a leader for researcher decision support tools, and research databases. Elsevier’s move into Research Data Management (RDM) is a natural step into open services that sit on top of the data that researchers and research institutions want to manage better. RDM is therefore a new service offering in 2018 that fits within the broader institutional research management solutions space.
Within our Research Solution Sales (RSS) division, in the area of Research Intelligence, we are currently looking to recruit a Solution Sales Manager (SSM)/Customer Consultant (CC) who has the versatility to drive new sales and consult with newly-acquired customers of Mendeley Data, our research data management platform for institutions.
In order to be successful, the Solution Sales Manager (SSM) / Customer Consultant (CC) will know everything about research data management, Mendeley Data and the competing products in the space. The SSM/CC will be involved in strategic sales to Senior Researchers, Research Administration, Library, IT and C-level contacts within universities and public research organizations in the territory.
The SSM/CC will also act as a coordinating role in the implementation of Mendeley Data at institutions and will take care of training and onboarding activities once the solution is delivered.
Research Data Management is an exciting and rapidly developing solution space, and in this position the SSM / CC will join a small, dynamic team that is part of a larger global sales organization.
Responsibilities:
Sales
• Achievement of quarterly and annual new sales and renewal quota for the assigned territory.
• Create and execute on the Mendeley Data penetration plan in territory. Align territory and account solution portfolio plan with holistic territory/account plan
• Prepare demos, write commercial proposals and RFPs
• Negotiate and close contracts for new sales and renewals, in collaboration with the Account Manager
• Coordinate with the other SSMs / CCs in the Research Intelligence sales team
• Act as a product evangelist in the market and within the company.
Implementation and Consulting, Post-sales
• Be involved with the Mendeley Data implementation project
• Systematically monitor and analyze usage at customer and regional levels against targets, develop mitigating actions where usage is not meeting objectives
• Training and onboarding to local data champions
• Channel feedback to the Product organization for continued product enhancement and new development needs
• Become a thought leader in research information management and be a coach to other sales colleagues in learning the space and Mendeley Data.
• University degree in a technical field; e.g. computer science, engineering, physics
• Minimum of 5 years’ proven new-sales track record in competitive environments
• Proven experience in complex solution-sales approach “consultative selling”
• Experience in technical sales (system integration, software solutions, IT professional services) is considered a plus
• Knowledge of the academic environment or an experience in research is considered a plus
• Excellent analytical skills
• Strong communication (verbal and written) and presentation skills
• Fluency both written and oral in English.
• Experienced in working in an international matrixes organization is helpful
• Based in our New York office or home
• Minimum of 50% travelling expected
We offer:
We are the leading provider of scientific, technical and medical information and tools in the world that help our customers improve scientific and healthcare outcomes. We welcome you to a truly global, dynamic and challenging environment offering great opportunities to develop yourself.
• Competitive base salary
• Generous Commission plan based on performance
• Excellent medical, dental and 401K benefits
• All expenses and travel fully paid
• Excellent hands-on training program and a team to support you
• Numerous online resources to assist with self-development and career progression
Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers.
Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray's Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries.
Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. 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.