Solution Sales Account Manager

Solutions Sales Account Manager

Are you a talented sales professional?

Would you like to join a company that helps advance science, technology and health?

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

Elsevier is seeking a highly motivated and experienced Solution Sales Account Manager to drive growth and manage the renewal of our comprehensive Engineering portfolio across the Academic and Government sectors in Australia, New Zealand and regional markets.

This role is responsible for developing and executing strategic sales plans to achieve and exceed revenue targets by positioning our market-leading solutions (including Knovel, Engineering Village, and targeted content collections) as essential tools for research excellence, teaching effectiveness, and national competitiveness.

The role can be based in our office in Sydney or Melbourne.

Responsibilities

Sales and Account Strategy

• 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.

Territory Management and Market Development

• 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.

Collaboration and Product Expertise

• 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.

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 for you

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• 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.

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.

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We are 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.

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