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Account Manager DUBAI
locationsDubai time typeFull time posted onPosted Today job requisition idR76042
About the Role You will focus on growing your respective Solutions line through new sales and maintenance/growth of current base (renewals and upsell/cross-sell). Account Managers have 3 flavours - Research Intelligence, Life Sciences, or Engineering. You are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.
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Pre-sale 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. For Segment 1 accounts and others as directed, joint account planning may be required with the Account Manager - Research.
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Sales Conduct needs analysis and qualify leads and work with inside sales in the cases of Workflow or other solutions that are sold along with cross-functional teams. Prepare for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.
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Post-sales Follow timely and process driven handover to CSM. Work closely with CSM to leverage insights to drive additional sales activities.
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Renewals Manage and close 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
+ Meeting overall revenue targets for a portfolio of scientific databases and solutions, including Solutions Products and Content Licensing;
+ Employing a consultative approach to understand client needs and translate them into realistic propositions and packages. Ensuring these are aligned with the company's sales strategy;
+ Formulating strategies tailored to market needs, aligning sales approaches with company policies, and implementing account strategies addressing differentiated needs;
+ Executing annual account planning, collaborating with Account Managers when necessary
+ Reviewing sales results and forecasts regularly using tools like Clari, adjusting actions accordingly
+ Collaborating with regional and federal government agencies to develop projects for scientific databases and solutions
+ Gathering, monitoring, and evaluating information, providing market feedback to enhance product development and go-to-market strategies
+ Participating in trade shows and conferences, with agreed outcomes.
Requirements
+ Have a degree in a technical field;
+ Have sales experience at senior levels and a background in complex solution-sales approach - “consultative selling”;
+ Able to operate on an operational, tactical and strategic level with experience in building out (expanding) business with a customer;
+ Be self motivated and driven with a proven track record selling technology and solutions;
+ Be passionate about building relationships with multiple internal and external stakeholders (e.g. senior levels);
+ Experience in strategic account planning; can connect the dots within customer’s institutions;
+ Experience selling enterprise software and working in an international matrixed organisation;
+ Experience working in or with research administration and management functions;
+ Have knowledge in regional or national research programs, collaboration networks, and key opinion leaders.
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Elsevier is 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. 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.
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