About the role
Solutions Engineers work with Account Managers - Solutions to grow sales opportunities within a region and/or market and take them to close. They focus on understanding, documenting and validating with the clients what the customer’s needs and success criteria and how Elsevier can help to achieve them. They leverage deep domain expertise and in-depth technical skillset to explain the benefits of Elsevier’s Life Sciences portfolio to potential clients through demonstrations and sales presentations.
Pre-sale: Prepares persona-tailored in-depth presentations and technical demos on specific chemistry workflows, informed by their in-depth needs analysis with the customer. Engages with Product/Marketing to ensure understanding of latest features and product roadmaps to be leveraged during sales conversations.
Sales: Reviews opportunity and account information in CRM to meet with Account Manager - Solutions and prepare for demo/technical discussion. Conduct demo and log all customer needs in CRM.
Post-sales: Gathers insights from customer, Customer Success and Account Manager – Solutions on demo and value story and engages with Customer Success Manager to ensure successful hand-off.
Key Result Areas / Primary Accountabilities
Drive technical sales process - Meeting with clients to discuss their life sciences solutions needs. Conducting detailed client discovery focused on the customer needs analysis & solution development in alignment with the Account Managers. Effectively communicating the value proposition to clients.
Support Account Manager- Drafting and delivering presentations with in-depth information on targeted life sciences products, reflecting an in-depth understanding of client needs and how Elsevier solutions can fit in. Supporting the Account Manager with all technical-related queries. Supporting User Group meetings and conferences, working closely with the Marketing team on formulation of use cases, value proposition & client endorsement.
Drive the tender process - Understand tender requirements; lead technical tender requirements and responses, in close cooperation with AMs and the tender team on tender write-ups.
Develop solution and overall proposal to meet client needs and realize success & satisfaction - Perform the more technical parts of the sales process and tailor to the client’s needs and promised functionality of the solution in complex chemistry cases, thereby achieving high customer satisfaction based on client success metrics. Contribute to Product roadmap discussion and strategy; strategizing with the Sales & Product team to develop feasible life sciences solutions.
Provide support during new customer handover – Ensure translation of client needs via handover to the customer success manager; support the Customer Success Manager as needed in delivering a successful onboarding.
Play an active role in generating referrals and reference customers – As a trusted partner during the pre-sales and handover process, aiming to have highly satisfied clients who generate referrals and become active reference customers. Support the finding of new potential clients through their network.
Qualifications – (education, competencies, skills, experience)
PHD/MSc in Chemistry/Life Sciences-related field.
5+ years of sales experience as a Customer Consultant/ Pre-Sales Consultant or similar
Affinity and experience in the Life Sciences domain is a plus
Ability to engage and interact with C-level stakeholders (universities, societies, policy makers)
Understanding of and experience with the scientific publishing process/industry is a plus
Ability to present ideas in a clean, user-friendly way.
Great communication skills
Exceptional relationship-building skills.
Experience working in an international matrixed organization is a plus.
Fluent in English
Proven experience in complex solution-sales approach - “consultative selling”
Excellent analytical skills, attention to detail
Excellent demonstration and presentation skills
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Originally posted on Himalayas