Sales Executive - SAAS for Federal Government

Do you possess expertise in consultative selling, coupled with a background in navigating complex SaaS solutions, data analytics, and Artificial Intelligence? 
  

Do you have experience partnering with Academic & Research institutions, including US Government National Labs and Agencies?

About the 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 by securing new sales and fostering the growth of our existing customer base through renewals and strategic upsell/cross-sell initiatives, achieved through strong partnerships with your accounts. This territory specifically serves our U.S. government customers, and experience selling to the Department of Defense would be a plus. The cornerstone products within the Research Intelligence portfolio include Scopus, SciVal, and Pure. In this pivotal role, you have the responsibility of not only establishing but also nurturing customer relationships. Leveraging both internal and external resources, your goal is to maximize the value delivered to our customers, ensuring sustained customer satisfaction and retention. You will partner with your accounts, calling on key stakeholders to measure and improve the client satisfaction of our products. You will provide excellent customer support and value-added services to ensure retention and renewal of our customers. You will build and manage relationships to identify opportunities for sales of new and additional Solutions products. 

Responsibilities

• 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 tools like Clari and other sales enablement tools.  

• Gathering, monitoring, and evaluating information, providing valuable market feedback to the business to enhance product development and refine the Go-To-Market strategy.  

• Actively participating in trade shows and conferences, with predefined outcomes.  

• Integrating and synthesizing information derived from various sources to inform decision-making processes. 

• Cultivating and nurturing relationships with key decision-makers and influencers at the customer level to actively support Elsevier’s strategic objectives. 

 
Requirements 

• Must have experience selling in the Federal Government space

• Possess a minimum of 3-5 years of direct sales experience, 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