Job Description
Grow the Solutions line through current sales and maintenance/growth of the current base, including renewals and upsell/cross-sell
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Establish and maintain customer relationships and leverage internal and external resources to drive growth
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Develop account plans across product lines, identify key stakeholders, understand budget processes, and support revenue goals
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Conduct needs analysis, qualify leads, and work with Solutions Engineers, inside sales, and cross-functional teams
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Prepare for sales meetings, negotiate and finalize agreements, and communicate account information to the CSM
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Complete timely, process-driven handovers to the CSM and use customer insights to drive additional sales
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Manage and close renewals on time and on budget, maximizing cross-sell and upsell opportunities
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Achieve revenue targets across a portfolio of scientific databases and solutions
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Engage customers through consultative sales and translate business needs into tailored solutions
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Develop and execute market-focused sales and account strategies
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Lead annual account planning and execute strategic objectives
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Monitor sales performance and forecasts using Clari, Gong, and other sales enablement platforms
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Collaborate with regional and federal government agencies on scientific database and solution projects
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Gather and analyze competitive intelligence and market insights for go-to-market strategies and product development
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Represent the company at trade shows, conferences, and industry events
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Build and maintain relationships with key decision-makers and influencers
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Identify opportunities and drive business growth using customer, market, project, and technical insights
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Requirements
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Minimum 5 years of experience in solution sales
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Background in life sciences and/or chemistry is advantageous
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Strong expertise in complex solution selling and consultative sales approaches
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Ability to operate effectively at operational, tactical, and strategic levels
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Skilled in building and managing relationships with diverse internal and external stakeholders, including senior leaders
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Proven success expanding business opportunities within existing customer accounts
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Experience in strategic account planning and identifying opportunities across customer organizations
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Excellent verbal and written communication, presentation, and influencing skills
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Experience working in an international, matrixed organization
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Core Competencies
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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.
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Highest-signal resume keywords
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Solution Sales Experience
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Consultative Sales Approaches
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Strategic Account Planning
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Relationship Management
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Revenue Target Achievement
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ATS Optimization Keywords
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Hard Skills
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Complex Solution Selling
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Needs Analysis
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Account Planning
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Sales Forecasting
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Market Insights Analysis
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Soft Skills
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Excellent Communication Skills
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Presentation Skills
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Influencing Skills
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Relationship Building
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Stakeholder Management
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Industry Keywords
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Life Sciences
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Chemistry
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Scientific Databases
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Consultative Sales
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Cross-Sell
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Upsell
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Tools & Technologies
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Clari
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Gong
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Sales Enablement Platforms
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📌 Solutions Account Manager (New South Wales)
🏢 Jobtailor
📍 New South Wales