Solutions Account Manager

Elsevier; St Leonards; On-site; AUD 120,000 - 160,000; Full time

Benefits offered by this job

Flexible working hours

Learning & development support

Job summary

Elsevier in Australia is seeking a Solutions Account Manager – ANZ to grow a portfolio of scientific databases and solutions through new sales and renewal/upsell activity. You will develop account plans, identify stakeholders, translate business needs into tailored value propositions, and collaborate with Solutions Engineers and inside sales.

The role requires at least five years in solution sales, a life sciences/chemistry background is advantageous, and a proven ability to work across an

Qualifications

• Minimum 5 years of experience in solution sales.
• Background in life sciences and/or chemistry is advantageous.
• Strong expertise in complex solution selling and consultative sales approaches.
• Ability to operate effectively at operational, tactical, and strategic levels.
• Skilled in building and managing relationships with diverse internal and external stakeholders, including senior leaders.
• Proven success in expanding business opportunities within existing customer accounts.
• Experience in strategic account planning, with the ability to identify and leverage opportunities across customer organizations.
• Excellent verbal and written communication, presentation, and influencing skills.
• Experience working in an international, matrixed organization.

Responsibilities

• Achieve revenue targets across a portfolio of scientific databases and solutions.
• Engage customers through a consultative sales approach, translating business needs into tailored solutions aligned with company strategy.
• Develop and execute market-focused sales and account strategies to address the unique needs of customers at all levels.
• Lead annual account planning and drive effective execution against strategic objectives.
• Monitor sales performance and forecasts using tools such as Clari, Gong, and other sales enablement platforms, adjusting plans as needed.
• Collaborate with regional and federal government agencies to develop and advance projects involving scientific databases and solutions.
• Gather and analyze competitive intelligence and market insights to inform go-to-market strategies and support product development.
• Represent the company at trade shows, conferences, and industry events, delivering agreed business outcomes.
• Build and maintain strong relationships with key decision-makers and influencers to support strategic business objectives.
• Integrate insights from customer engagements, market trends, ongoing projects, and technical knowledge to identify opportunities and drive business growth.

Skills

Solution sales

Consultative selling

Stakeholder management

Strategic account planning

Relationship building

Communication

Influencing skills

Cross-functional collaboration

Negotiation

Job description

Solutions Account Manager – ANZ

Are you a sales talent with experience in the life science industry?

Do you enjoy being part of a company that helps accelerate discovery and 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

Solutions Account Manager (SAM)– Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). SAMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.

• Pre-sales: Responsible 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.
• Sales: Conducts need analysis and qualifies leads and works with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross functional teams. Prepares for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.
• Post-sales: Follows timely and process driven handover to CSM. Works closely with CSM to leverage insights to drive additional sales activities.
• Renewals: Manages and closes 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

• Achieve revenue targets across a portfolio of scientific databases and solutions.
• Engage customers through a consultative sales approach, translating business needs into tailored solutions aligned with company strategy.
• Develop and execute market-focused sales and account strategies to address the unique needs of customers at all levels.
• Lead annual account planning and drive effective execution against strategic objectives.
• Monitor sales performance and forecasts using tools such as Clari, Gong, and other sales enablement platforms, adjusting plans as needed.
• Collaborate with regional and federal government agencies to develop and advance projects involving scientific databases and solutions.
• Gather and analyze competitive intelligence and market insights to inform go-to-market strategies and support product development.
• Represent the company at trade shows, conferences, and industry events, delivering agreed business outcomes.
• Build and maintain strong relationships with key decision-makers and influencers to support strategic business objectives.
• Integrate insights from customer engagements, market trends, ongoing projects, and technical knowledge to identify opportunities and drive business growth.

Requirements

• Minimum 5 years of experience in solution sales.
• Background in life sciences and/or chemistry is advantageous.
• Strong expertise in complex solution selling and consultative sales approaches.
• Ability to operate effectively at operational, tactical, and strategic levels.
• Skilled in building and managing relationships with diverse internal and external stakeholders, including senior leaders.
• Proven success in expanding business opportunities within existing customer accounts.
• Experience in strategic account planning, with the ability to identify and leverage opportunities across customer organizations.
• Excellent verbal and written communication, presentation, and influencing skills.
• Experience working in an international, matrixed organization.

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

Your recruiter will advise you on the full 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.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits.