Life Sciences Solutions Engineer / Sales Consultant

RELX; São Paulo; Presencial; BRL 180 000 - 240 000; Tempo integral

Resumo da oferta

Elsevier is seeking a Solutions Engineer to collaborate with Account Managers and expand sales opportunities in the Life Sciences sector. You will capture customer needs and articulate how Elsevier can meet them through demonstrations and tailored presentations.

Responsibilities include pre-sales demos for chemistry workflows, detailed discovery with clients, CRM logging, tender support, and handover to Customer Success. Fluent in English and Spanish is required.

Qualificações

• PhD or MSc in Chemistry or Life Sciences required.
• 5+ years in sales as Customer Consultant/Pre-Sales or similar.
• Affinity with Life Sciences domain is a plus.
• Ability to engage with C-level stakeholders (universities, societies, policy makers).
• Experience with scientific publishing industry is a plus.
• Strong presentation and analytical skills.

Responsabilidades

• Drive technical sales process by meeting clients to discuss needs and develop solutions.
• Prepare detailed demos and presentations aligned with customer requirements.
• Conduct demos and log client needs in CRM; support tender responses.
• Support handover to Customer Success while ensuring successful onboarding.
• Help generate referrals and reference customers through high client satisfaction.
• Collaborate with Sales and Product teams on life sciences solutions.

Conhecimentos

Great communication skills

Exceptional relationship-building

English fluent

Spanish fluent

Formação académica

PhD/MSc in Chemistry/Life Sciences

Descrição da oferta de emprego

About The Company

Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.

About The Company

Elsevier is a global information analytics company that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We serve the research, academic and clinical communities through the application of technology and analytics to content. In this way, we empower those communities to contribute to social progress, to enhance human well-being and to share and expand the breadth of human knowledge.

About The Role

Solutions Engineers work with Account Managers - Solutions to grow sales opportunities within a region and/or market and take them to close. They focus on understanding, documenting and validating with the clients what the customer’s needs and success criteria and how Elsevier can help to achieve them. They leverage deep domain expertise and in-depth technical skillset to explain the benefits of Elsevier’s Life Sciences portfolio to potential clients through demonstrations and sales presentations.

• Pre-sale: Prepares persona-tailored in-depth presentations and technical demos on specific chemistry workflows, informed by their in-depth needs analysis with the customer. Engages with Product/Marketing to ensure understanding of latest features and product roadmaps to be leveraged during sales conversations.
• Sales: Reviews opportunity and account information in CRM to meet with Account Manager - Solutions and prepare for demo/technical discussion. Conduct demo and log all customer needs in CRM.
• Post-sales: Gathers insights from customer, Customer Success and Account Manager – Solutions on demo and value story and engages with Customer Success Manager to ensure successful hand-off.

Responsibilities

• Drive technical sales process - Meeting with clients to discuss their life sciences solutions needs. Conducting detailed client discovery focused on the customer needs analysis & solution development in alignment with the Account Managers. Effectively communicating the value proposition to clients.
• Support Account Manager- Drafting and delivering presentations with in-depth information on targeted life sciences products, reflecting an in-depth understanding of client needs and how Elsevier solutions can fit in. Supporting the Account Manager with all technical-related queries. Supporting User Group meetings and conferences, working closely with the Marketing team on formulation of use cases, value proposition & client endorsement.
• Drive the tender process - Understand tender requirements; lead technical tender requirements and responses, in close cooperation with AMs and the tender team on tender write-ups.
• Develop solution and overall proposal to meet client needs and realize success & satisfaction - Perform the more technical parts of the sales process and tailor to the client’s needs and promised functionality of the solution in complex chemistry cases, thereby achieving high customer satisfaction based on client success metrics. Contribute to Product roadmap discussion and strategy; strategizing with the Sales & Product team to develop feasible life sciences solutions.
• Provide support during new customer handover – Ensure translation of client needs via handover to the customer success manager; support the Customer Success Manager as needed in delivering a successful onboarding.
• Play an active role in generating referrals and reference customers – As a trusted partner during the pre-sales and handover process, aiming to have highly satisfied clients who generate referrals and become active reference customers. Support the finding of new potential clients through their network.

Requirements (education, Competencies, Skills, Experience)

• PHD/MSc in Chemistry/Life Sciences-related field.
• 5+ years of sales experience as a Customer Consultant/ Pre-Sales Consultant or similar
• Affinity and experience in the Life Sciences domain is a plus
• Ability to engage and interact with C-level stakeholders (universities, societies, policy makers)
• Understanding of and experience with the scientific publishing process/industry is a plus
• Ability to present ideas in a clean, user-friendly way.
• Great communication skills
• Exceptional relationship-building skills.
• Experience working in an international matrixed organization is a plus.
• Fluent in English and Spanish
• Proven experience in complex solution-sales approach - “consultative selling”
• Excellent analytical skills, attention to detail
• Excellent demonstration and presentation skills

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