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Solution Sales Manager Digital Commons - Turmeca/EE

RES0016E Requisition #
Solution Sales Manager, Digital Commons
Looking for new challenges as a consultative sales professional? Passionate about research, universities, and the future of academic publishing?
Purpose of the Role:

You will help us open international markets for Elsevier’s industry-leading institutional repository (IR) and publishing platform Digital Commons, used by over 500 institutions in the U.S. to showcase all the digital materials produced by their researchers and students including scholarly papers, graduate theses, conferences, journals, books, research data, creative arts, multimedia, campus documents, and university archives.
As a member of the Digital Commons sales team, you excel at consultative sales. Research communications and open access publishing are exciting and rapidly developing directions for our customers, and you will be a valued and trusted advisor to universities who want to launch these initiatives. You will use your expertise and your solutions-based sales skills to help academic leaders identify needs, engage stakeholders, and evaluate related products in the space.
Recently acquired by Elsevier, Digital Commons is a rapidly growing and highly strategic part of Elsevier’s Research Intelligence solutions portfolio, which helps academic leaders within universities and research institutions as well as funding bodies and governmental organizations address their most challenging issues when it comes to their research outputs. The Research Intelligence team works with a good team spirit, collaborates and likes to keep each other sharp: you will be highly supported in your endeavors but also challenged as we always try to do better.
You will report to the Global Sales Director for Digital Commons, based in U.S., and will also work closely with the Research Intelligence and Elsevier teams in the region. The territory focus is Turkey and the Middle East, with additional support for Central Asia, Eastern Europe, and Russia. The position needs to be based in Turkey or the Middle East, for an Arabic and/or Turkish speaker.
Your responsibilities:
  • Focus on new business development; responsible for meeting quarterly and annual new business targets for your region towards team-wide revenue growth targets
  • Create and execute penetration plans, initiatives, and sales-driven campaigns in your region, aligned with team-wide and cross-team sales plans
  • Convey the vision and value of Digital Commons in emails, prospecting calls, web demonstrations, and on-site visits, including to an executive level audience
  • Develop an encyclopedic knowledge of Digital Commons customers and their inspiring examples, stories, and needs
  • Stay up to date on product knowledge, market trends, and the changing needs of a diverse group of academic and research-focused institutions
  • Be an active voice of feedback for product and marketing teams and participate in projects with those teams to meet strategic sales objectives
  • Home based position with travel to client locations
Our requirements:
  • 3+ years of successful sales experience within a complex selling environment involving multiple stakeholders
  • Demonstrated ability to use solutions-based and vision-based selling techniques to create opportunities, identify customer needs, and sell complex products and services in a competitive environment
  • Demonstrated ability to be a self-starter and launch new products to market
  • Experience, familiarity, and a strong interest in libraries, academia, research organizations, and/or publishing and cultural organizations
  • Experience with academic journal publishing is a plus
  • A high degree of professionalism, service-orientation, and attention to detail; able to quickly establish trust with customers
  • Compelling communication style, oral and written
  • Strong planning and analytic skills, with a metrics-driven focus on forecasting, pipeline management, and the stages of the sales process
  • BS/BA degree or equivalent; some graduate education or research experience preferred
  • Strong skills in PowerPoint, Word, Excel, and CRM systems (we use Salesforce)
  • Strong collaborator, comfortable working in a fast-changing environment
  • Energy and enthusiasm is a must!
  • Frequent travel required (40%)
  • Fluent in English as well as Arabic and/or Turkish
We offer:

Elsevier is the leading provider of scientific, technical and medical information and tools in the world that help our customers improve scientific and healthcare outcomes. We welcome you to a truly global, dynamic and challenging environment offering great opportunities to develop yourself.
  • Competitive base salary
  • Generous Commission plan based on performance
  • Medical, dental & vision and health savings plan
  • Excellent hands-on training program and a team to support you
  • Numerous online resources to assist with self-development and career progression
  • Opportunity to advance within a truly global organization

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