Strategic Solution Engineer​/Sales Consultant

Overview

Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content.

• Pre-sale:
  Prepare persona-tailored in-depth presentations and technical demos, informed by the customer’s needs analysis. Engage with Product/Marketing to understand latest features and roadmaps for use in sales conversations.

• Sales:
  Review opportunity and account information in CRM, meet with Account Manager - Solutions, and prepare for demos/technical discussions. Conduct demos and log all project requirements and customer needs in CRM.

• Post-sales:
  Gather insights from customer, Customer Success, and Account Manager – Solutions on demo and value story; engage with Implementation Manager to ensure a successful hand-off.

Key Result Areas / Primary Accountabilities

• Drive technical sales process:
  Meet with clients to discuss software solution needs, conduct detailed discovery, and communicate the value proposition effectively.

• Support Account Manager:
  Draft and deliver presentations with in-depth information on targeted software products; respond to technical queries and support user group meetings, conferences, and use-case development with Marketing.

• Drive tender process:
  Understand tender requirements, lead technical tender responses, and collaborate with tender team on write-ups.

• Design solution and proposal:
  Tailor technical parts of the sales process to client needs and promised functionality, contributing to product roadmap discussions and strategy with Sales & Product teams.

• Provide implementation support:
  Ensure translation of client needs to the implementation and customer success teams; assist as needed for a successful deployment.

• Generate referrals and reference customers:
  Build strong client relationships to elicit referrals and identify new potential clients through existing networks.

• Bachelor’s degree in computer science, Software Engineering or Management Information Systems or similar

• 5+ years of sales experience as a Solution Engineer/Pre-Sales Consultant or similar

• SaaS / Software as a Service experience is a plus

• Publishing expertise or experience with publishing systems and workflows is a plus

• Ability to present ideas clearly and user-friendly

• Strong communication and relationship-building skills

• Experience in working in an international matrixed organization is a plus

• Fluent in English

• Extensive experience with selling, servicing, and implementing software systems

• Proven experience in complex solution-sales and consultative selling

• Excellent analytical skills, attention to detail

• Excellent software demonstration and presentation skills

• Ability to create big-picture software solutions