Engineering Account Manager

　　Italy, France, Spain, Portugal, Israel

　　Are you skilled in consultative selling, with a background in complex solution-sales approaches?

　　Are you passionate about developing customer relationships that contribute to the overall success of the organization?

　　About our Team

　　Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world’s richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.

　　About the Role

　　You will focus on growing your respective Solutions line through new sales and maintenance/growth of current base (renewals and upsell/cross-sell). Account Managers have 3 flavours - Research Intelligence, Life Sciences, or Engineering. You are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.

　　Pre-saleResponsible 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.

　　SalesConduct needs analysis and qualify leads and work with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross-functional teams. Prepare for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.

　　Post-salesFollow timely and process driven handover to CSM. Work closely with CSM to leverage insights to drive additional sales activities.

　　RenewalsManage and close 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. Ensure that uncontested renewals are effectively managed by the Renewals Desk.

　　Responsibilities

　　Meeting overall revenue targets for a portfolio of scientific databases and solutions, including Solutions Products and Content Licensing;

　　Employing a consultative approach to understand client needs and translate them into realistic propositions and packages. Ensuring these are aligned with the company's sales strategy;

　　Formulating strategies tailored to market needs, aligning sales approaches with company policies, and implementing account strategies addressing differentiated needs;

　　Executing annual account planning, collaborating with Account Managers when necessaryl

　　Reviewing sales results and forecasts regularly using tools like Clari, adjusting actions accordinglyl

　　Collaborating with regional and federal government agencies to develop projects for scientific databases and solutionsl

　　Gathering, monitoring, and evaluating information, providing market feedback to enhance product development and go-to-market strategiesl

　　Participating in trade shows and conferences, with agreed outcomes.

　　Requirements

　　Have a degree in a technical field;

　　Have sales experience at senior levels and a background in complex solution-sales approach - “consultative selling”;

　　Able to operate on an operational, tactical and strategic level with experience in building out (expanding) business with a customer;

　　Be self motivated and driven with a proven track record selling technology and solutions;

　　Be passionate about building relationships with multiple internal and external stakeholders (e.g. senior levels);

　　Experience in strategic account planning; can connect the dots within customer’s institutions;

　　Experience selling enterprise software and working in an international matrixed organisation;

　　Experience working in or with research administration and management functions;

　　Have knowledge in regional or national research programs, collaboration networks, and key opinion leaders.

　　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 productiveWorking for you

　　We know that your wellbeing and happiness are key to a long and successful career, as this role is global, benefits may vary according to your location. These are some of the benefits we are delighted to offer:

　　Health care plans and benefits

　　Modern Family Benefits, including maternity, paternity, adoption and surrogacy

　　Life assurance and accident policies

　　Comprehensive pension and retirement plans

　　Access to learning and development resources

　　Your recruiter will advise you on the benefits package for your location

　　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.

　　Please read our Candidate Privacy Policy (https://www.relx.com/careers/join-us/privacy) .

　　RELX is a global provider of information and analytics for professional and business customers across industries.

　　We help scientists make new discoveries, lawyers win cases, doctors save lives and insurance companies offer customers lower prices. We save taxpayers and consumers money by preventing fraud and help executives forge commercial relationships with their clients.

　　In short, we enable our customers to make better decisions, get better results and be more productive.