Director - RI & Engineering Solutions

Elsevier; City Of London; On-site; GBP 94,000 - 225,000; Full time

Benefits offered by this job

Health benefits

401(k) plan

Wellbeing program

Paid leave for ERGs and volunteering

Employee assistance

Job summary

Elsevier seeks a Director for RI & Engineering Solutions to lead expansion of the Research Intelligence business and secure new bookings across Scopus, SciVal and Pure. The role requires a consultative, enterprise sales approach with global stakeholders and deep account planning expertise.

Strong collaboration with research administration and management functions, experience in enterprise software, and a track record of growing accounts in an international matrixed organization are essential.

Qualifications

• Proven direct sales in Academic Market with consultative approach.
• Experience selling enterprise software in matrix organizations.
• Ability to drive bookings and account expansion strategically.

Responsibilities

• Refine go-to-market strategy for Academic RI solutions.
• Attain bookings targets for Scopus, SciVal, and Pure portfolios.
• Translate client needs into pragmatic propositions aligned with sales strategy.
• Develop account plans addressing diverse stakeholder levels across institutions.
• Maintain Salesforce records and forecast updates using enablement tools.
• Capture customer and market insights to meet needs and report progress.
• Represent company at trade shows and conferences with predefined outcomes.
• Synthesize information from multiple sources to inform decisions.

Skills

Consultative selling

Complex SaaS sales

Data analytics

Artificial Intelligence

Academic market sales

Account strategy

Relationship building

Tools

Salesforce

Clari

Job description

Director - RI & Engineering Solutions

Do you possess expertise in consultative selling and complex SaaS solutions, data analytics, and Artificial Intelligence?

Do you have experience partnering with Research institutions?

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

Your primary focus will be to drive the expansion of our Research Intelligence business. You will secure new sales and foster the growth of our existing customer base. The cornerstone products within this portfolio include Scopus, SciVal, and Pure.

Responsibilities

• Refining the academic Go-To-Market strategy by evaluating and providing valuable market feedback
• Attaining bookings targets for our Research Intelligence solutions portfolio
• Applying a consultative approach to client needs, translating them into pragmatic propositions and aligning them with the company’s sales strategies and internal policies
• Formulating and executing account strategies that address diverse needs across all levels of accounts.
• Ensuring the continuous accuracy of Salesforce records, regularly reviewing sales results and forecasts through various sales enablement tools (Clari).
• Gathering customer and market insights, ensuring we meet the customer needs and reporting this against our goal
• Participating in trade shows and conferences, with predefined outcomes.
• Integrating and synthesizing information derived from various sources to inform decision-making processes.

Requirements

• Have experience with ELS RI solutions and familiarity with accounts on the east coast.
• Possess proven direct sales experience in the Academic Market, demonstrating expertise in a consultative, complex solution-sales approach
• Operate seamlessly on operational, tactical, and strategic levels, showcasing a successful track record in expanding business with customers
• Exhibit self-motivation and drive, with a proven history of selling technology and solutions
• Demonstrate a genuine passion for cultivating relationships with a diverse range of internal and external stakeholders, including senior-level executives
• Showcase proficiency in strategic account planning and management, with the ability to connect the dots within customer institutions
• Experience in selling enterprise software within an international matrixed organization
• Possess a background in collaboration with research administration and management functions

Work in a way that works for you

We promote a healthy work/life balance across the organization. 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:

• Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits
• Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan
• Wellbeing: Wellness platform with incentives, Headspace app subscription, Employee Assistance and Time-off Programs
• Short-and-Long Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity
• Family Benefits, including bonding and family care leaves, adoption and surrogacy benefits
• Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
• Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with your charity of choice

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.

If performed in New Jersey, the base pay range is $124,663 - $199,137, the total target cash range is $191,961 - $306,639.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

This posting is for an existing vacancy.

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

We are committed to providing a fair and accessible hiring process.

If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.

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.

USA Job Seekers: EEO Know Your Rights.