Life Sciences Solutions Engineer / Sales Consultant

Elsevier; City Of London; On-site; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Country-specific benefits

Accommodation/adjustments for needs

Job summary

Elsevier is seeking a Solutions Engineer to collaborate with Account Managers in the Life Sciences space. You will tailor technical demos and presentations to client needs, support the sales cycle from pre-sales through to handover, and contribute to product roadmap discussions to create feasible life sciences solutions.

The role requires a PhD/ MSc in chemistry or related Life Sciences field, 5+ years of pre-sales or technical sales experience, and fluent English.

Qualifications

• MD/PhD level or equivalent in chemistry or life sciences.
• 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.
• Fluent in English and able to engage with C-level stakeholders.

Responsibilities

• Pre-sale: Prepare persona-tailored in-depth presentations and technical demos.
• Sales: Conduct demos and log client needs in CRM; support Account Manager with technical queries.
• Post-sales: Hand over to Customer Success; gather insights and ensure successful onboarding.
• Drive tender process and tailor technical responses to client needs; collaborate with tender and product teams.

Skills

Chemistry knowledge

Life Sciences domain

Pre-sales / sales experience

Customer engagement

Presentation skills

English proficiency

Education

PhD/MSc in Chemistry/Life Sciences-related field

Job description

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.

Key Result Areas / Primary Accountabilities

• 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.

Qualifications – (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
• Proven experience in complex solution-sales approach - “consultative selling”
• Excellent analytical skills, attention to detail
• Excellent demonstration and presentation skills

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.