Grow the Solutions line through current 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