- Grow the Solutions line through recent sales and maintenance/growth of the current base, including renewals and upsell/cross-sell
- Establish and maintain customer relationships and leverage internal and external resources to drive growth
- Develop account plans across product lines, identify key stakeholders, understand budget processes, and support revenue goals
- Conduct needs analysis, qualify leads, and work with Solutions Engineers, inside sales, and cross-functional teams
- Prepare for sales meetings, negotiate and finalize agreements, and communicate account information to the CSM
- Complete timely, process-driven handovers to the CSM and use customer insights to drive additional sales
- Manage and close renewals on time and on budget, maximizing cross-sell and upsell opportunities
- Achieve revenue targets across a portfolio of scientific databases and solutions
- Engage customers through consultative sales and translate business needs into tailored solutions
- Develop and execute market-focused sales and account strategies
- Lead annual account planning and execute strategic objectives
- Monitor sales performance and forecasts using Clari, Gong, and other sales enablement platforms
- Collaborate with regional and federal government agencies on scientific database and solution projects
- Gather and analyze competitive intelligence and market insights for go-to-market strategies and product development
- Represent the company at trade shows, conferences, and industry events
- Build and maintain relationships with key decision-makers and influencers
- Identify opportunities and drive business growth using customer, market, project, and technical insights

Requirements





- Minimum 5 years of experience in solution sales
- Background in life sciences and/or chemistry is advantageous
- Strong expertise in complex solution selling and consultative sales approaches
- Ability to operate effectively at operational, tactical, and strategic levels
- Skilled in building and managing relationships with diverse internal and external stakeholders, including senior leaders
- Proven success expanding business opportunities within existing customer accounts
- Experience in strategic account planning and identifying opportunities across customer organizations
- Excellent verbal and written communication, presentation, and influencing skills
- Experience working in an international, matrixed organization

Core Competencies

Demonstrates expertise in solution sales with a focus on consultative approaches, strategic account planning, and relationship management. Proven ability to achieve revenue targets and drive business growth through effective collaboration and market insights.

Highest-signal resume keywords

- Solution Sales Experience
- Consultative Sales Approaches
- Strategic Account Planning
- Relationship Management
- Revenue Target Achievement

ATS Optimization Keywords

Hard Skills

- Complex Solution Selling
- Needs Analysis
- Account Planning
- Sales Forecasting
- Market Insights Analysis

Soft Skills

- Excellent Communication Skills
- Presentation Skills
- Influencing Skills
- Relationship Building
- Stakeholder Management

Industry Keywords

- Life Sciences
- Chemistry
- Scientific Databases
- Consultative Sales
- Cross-Sell
- Upsell

Tools & Technologies

- Clari
- Gong
- Sales Enablement Platforms

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📌 Solutions Account Manager (New South Wales)
🏢 Jobtailor
📍 New South Wales