Regional Director, RI & Engineering Sales

Elsevier; St Leonards; On-site; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Flexible working arrangements

Family benefits

Learning & development resources

Wellbeing initiatives / sabbaticals

Job summary

Elsevier is seeking a strategic Regional Solutions Sales Director to lead the ANZ Account Management team across Australia and New Zealand, delivering sustainable growth and customer value. The role requires turning strategy into execution in a complex matrix, coaching high-performance teams, and developing executive-level conversations with strategic accounts to accelerate growth.

You will shape market strategy, optimize playbooks, manage forecasts, and partner across functions to turn

Qualifications

• 5+ years in leading enterprise B2B account management teams within SaaS/technology, analytics or related industries.
• Proven ability to influence and align cross-functional stakeholders around shared objectives.
• Experience leading complex enterprise sales engagements with multi-decision maker cycles.

Responsibilities

• Develop and execute a unified ANZ solutions sales strategy that aligns multiple specialist teams into a high-performing region.
• Lead Account Management teams with a focus on accountability, commercial excellence, and customer value.
• Drive organizational transformation to capture growth opportunities and improve win rates.
• Influence internal stakeholders to support strategic initiatives and ensure delivery across a complex matrix.
• Own pipeline health, forecast accuracy, and CRM discipline with data-driven decision making.

Skills

Leadership

Strategy

Cross-functional

Enterprise sales

Data-driven

Job description

Are you a sales leader with experience in the technology industry?

Do you enjoy being part of a team that is driving innovation?

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

We are seeking a strategic and commercially astute Regional Solutions Sales Director to lead our ANZ Account Management team. This role is responsible for bringing together a multi-disciplinary sales team across Australia and New Zealand, driving a clear and aligned market strategy, and delivering sustainable business growth. The successful candidate will be an experienced sales leader who can balance strategic thinking with disciplined execution. They will provide clear direction, align priorities across teams, and ensure resources and investments are focused on the opportunities that create the greatest customer and commercial value. Working in a complex matrix environment, the role requires the ability to build strong partnerships, influence stakeholders and create alignment around shared objectives. They will foster a high-performance culture grounded in accountability, coaching, and collaboration, enabling teams to execute consistently and effectively. This role is ideal for a leader who can simplify complexity, guide teams through change, and build momentum through a clear vision and consistent execution. The candidate will have a proven track record as a people leader, delivering strong business outcomes through strategic leadership, effective stakeholder engagement and people development.

Responsibilities

ANZ Commercial Strategy & Organizational Leadership

• Develop and execute a unified ANZ solutions sales strategy that aligns the priorities and strengths of multiple specialist teams into a single high-performing regional organisation.
• Build a strong and inclusive team identity focused on accountability, commercial excellence, customer value and collaboration.
• Lead organisational transformation initiatives that captures opportunities for growth.

Cross-Functional Leadership & Strategic Influence

• Influence and mobilise key internal stakeholders to support strategic business initiatives and customer opportunities.
• Drive clarity, alignment, and execution across a complex matrix organization while maintaining strong momentum and decision-making discipline.

Culture, Performance & Capability Development

• Lead a high-performing team of Account Managers through coaching and development.
• Establish a culture of ownership and proactive problem solving.
• Encourage a mindset focused on advancing opportunities, overcoming obstacles, and delivering measurable business outcomes.

Strategic Customer Engagement & Value Creation

• Guide teams through complex enterprise sales cycles with a strong focus on customer outcomes, commercial impact, and long-term value creation.
• Partner with teams on strategic accounts and develop executive-level conversations to accelerate growth opportunities and improve win rates.

Operational Excellence & Growth Execution

• Evaluate, optimise, and scale sales playbooks, territory strategies, and go-to-market approaches to unlock growth opportunities across ANZ.
• Own pipeline health, forecast accuracy, and commercial reporting with strong CRM discipline and data-driven decision making.
• Identify market trends, competitive insights, and operational improvement opportunities to strengthen regional performance.

Requirements

• 5+ years of leadership experience managing and developing enterprise B2B account management teams within SaaS, technology, analytics, consulting or related industries.
• Demonstrated success developing and executing commercial growth strategies, leading change initiatives and delivering measurable business results within complex matrix environments.
• Proven ability to influence and align cross-functional stakeholders around shared objectives, fostering collaboration and accountability across teams.
• Experience leading complex enterprise sales engagements involving multiple decision-makers, solution-based selling, and medium-to-long sales cycles.
• Strong commercial acumen, operational discipline, and data-driven decision-making capability.
• Proven track record of building high-performing, engaged teams through effective coaching, talent development and leadership.
• Able to translate vision into execution, simplify complexity, and effectively prioritise resources and opportunities.
• Constructive and solutions-focused, with the ability to navigate challenges, problem-solve, build alignment and maintain momentum toward shared business objectives.
• Technical understanding of data, analytics, AI, workflow automation, custom consulting or enterprise technology solutions is highly desirable.

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 productive

Working for you

Benefits

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:

• Flexible working arrangements
• Benefits for you and your family
• Access to learning and development resources

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.