About the job

Solutions Account Manager – ANZ

Are you a sales talent with experience in the life science industry?

Do you enjoy being part of a company that helps accelerate discovery and innovation?

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

Solutions Account Manager (SAM)– Solutions focus on growing their respective Solutions line through new sales and maintenance / growth of current base (renewals and upsell/cross-sell). SAMs are responsible for establishing and maintaining customer relationships and leveraging internal and external resources to drive growth.

• Pre-sales: 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.
• Sales: Conducts need analysis and qualifies leads and works with Solutions Engineer and inside sales in the cases of Workflow or other solutions that are sold along with cross functional teams. Prepares for sales meetings using clear target outcomes to negotiate, develop, and finalize agreements, and communicate account information to CSM.
• Post-sales: Follows timely and process driven handover to CSM. Works closely with CSM to leverage insights to drive additional sales activities.
• Renewals: Manages and closes 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

• Achieve revenue targets across a portfolio of scientific databases and solutions.
• Engage customers through a consultative sales approach, translating business needs into tailored solutions aligned with company strategy.
• Develop and execute market-focused sales and account strategies to address the unique needs of customers at all levels.
• Lead annual account planning and drive effective execution against strategic objectives.
• Monitor sales performance and forecasts using tools such as Clari, Gong, and other sales enablement platforms, adjusting plans as needed.
• Collaborate with regional and federal government agencies to develop and advance projects involving scientific databases and solutions.
• Gather and analyze competitive intelligence and market insights to inform go-to-market strategies and support product development.
• Represent the company at trade shows, conferences, and industry events, delivering agreed business outcomes.
• Build and maintain strong relationships with key decision-makers and influencers to support strategic business objectives.
• Integrate insights from customer engagements, market trends, ongoing projects, and technical knowledge to identify opportunities and drive business growth.