Solution Sales Account Manager
RELX
Go
Solution Sales Account Manager
RELX
full-time
Posted on:
Location Type: Office
Location: Sydney • 🇦🇺 Australia
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Go
About the role
- Achieve Revenue Targets: Consistently meet or exceed targets for both renewal revenue and new business growth (upsell/cross-sell) within the assigned territory and product portfolio.
- Strategic Account Planning: Develop and execute detailed account plans for key universities and government research institutions, identifying high-potential opportunities, budget cycles, and key decision-makers (from library directors to Deans and VPs of Research).
- Solution Selling: Effectively position Elsevier’s Engineering solutions as strategic assets that address institutional priorities, such as research impact, student retention, accreditation, and industry partnership.
- Forecasting and Pipeline Management: Maintain a disciplined sales pipeline using Salesforce, ensuring accurate forecasting and proactive management of potential risks and opportunities.
- Market Penetration: Identify and cultivate new business opportunities in emerging markets within East Asia, working closely with local support teams.
- Competitive Intelligence: Maintain deep knowledge of the competitive landscape (e.g., specific engineering databases, industry standards providers) and develop strategies to successfully position Elsevier’s unique value proposition.
- Stakeholder Engagement: Build and maintain strong, long-term relationships with a broad set of stakeholders, including librarians, faculty, heads of departments, and research management professionals.
- Subject Matter Expertise: Develop and maintain expert-level knowledge of the Engineering portfolio and its application in academic and government research and teaching workflows.
- Internal Collaboration: Work closely with customer success managers (CSMs) to drive adoption, demonstrate Return on Investment (ROI), and secure early-stage renewals.
- Feedback Loop: Serve as the voice of the customer, providing timely and structured feedback to Product and Marketing teams to inform future product development and Go-to-Market strategies.
Requirements
- Proven success (5+ years) in a B2B solution sales role, with a track record of meeting or exceeding complex, high-value revenue targets.
- Demonstrated experience managing a large, complex sales territory, ideally within the Academic, Government, or B2B technical information sectors.
- Excellent understanding of the research ecosystem, including university structures, funding cycles, and the role of engineering information in research and teaching.
- Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex technical solutions to both technical and executive audiences.
- Strong organizational and time management skills, capable of managing multiple projects and a large geographic territory.
- Fluency in English is required.
Benefits
- Medical Inpatient and Outpatient Insurance: Coverage for your healthcare needs.
- Long Service Award: Recognition for your dedication and loyalty.
- Flexible Working Arrangements: Balance work and personal life effectively.
- Access to Learning and Development Resources: Empowering your professional growth.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
B2B solution salessales pipeline managementforecastingaccount planningsolution sellingcompetitive intelligencestakeholder engagementcustomer success managementReturn on Investment (ROI)market penetration
Soft skills
communication skillspresentation skillsnegotiation skillsorganizational skillstime management skillsrelationship buildingstrategic thinkingproblem-solvingfeedback provisioncollaboration
