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REF00006 Requisition #
Responsible for executive and budget stakeholder engagement and account engagement strategy for achieving Professional Services budget in specified region (Global coverage to start with / could be reduced over time)

Start business roll-out and market penetration of Professional Services for E&T with O&G and Mining as focus entry segments supported mostly by the Geofacet solution but potential others in this segment.

Builds and executes 3-year strategic growth strategy for commercial engagement team for professional services in assigned region

Works collaboratively with Corp R&D Consulting Services team, Product team and Sales team to secure customer project for bespoke solutions in the areas of data integration, data analysis, and data/text-mining and semantics

Identifies market focus and opportunities, and provides input to strategy for organizational growth to ensure appropriate commercial resource to address and secure market opportunity

Manages all relevant RFI/RFP for large scale projects

Owns responsibility per project on ensuring profitability against project costs.

Establish Elsevier Professional Services as a standard at leading  E&T companies, and adjacent, institutions in order to get the industry recognition and endorsement of the project and product suite. 

Responsible for research of potential customer markets, competition, opportunities and development, focusing on (but not limited to) Global E&T companies with O&G and Mining as focus entry segments. Actively researches the industry in order to assess the directions for growth. 

Owns responsibility per project on ensuring profitability against project costs


Main Activities and Responsibilities

Account engagement (commercial)

Develop and maintain primary relationship with customer executive stakeholders for bespoke projects and professional services. Define and execute commercial account strategy and penetration strategy to support Elsevier Professional Services strategy. Understand complex customer ecosystem and infrastructure to formulate solution strategy at individual accounts and scaled to broader market. Work with Consultants, products and sales stakeholders in identified accounts, to develop network for Professional Services project penetration and further strategic engagement

Internal Liaison

Work with extended Professional Services team, Sales team, products, technology, marketing, strategy and other groups to ensure customer engagement at satisfactory levels

Subject Matter Expert and external liaison

Represents and connects Elsevier to the E&T (O&G / Mining) R&D and IT leadership through activities such as conference attendance and speakership or other community presence
Functional and Technical Competencies

World class understanding of the E&T / O&G/ Mining industry and ability to engage business and technical stakeholders in high impact business value discussions.  Strong understanding of research-intensive ecosystems, including conversational-level domain expertise and technical understandings. Ability to thrive as an entrepreneur in a matrix environment.

Education, Knowledge, Skills and Experiences (and any other requirements)

10 years in E&T IT or commercial equivalent, M.Sc. in engineering or computer/communication science, demonstrable experience with regional account planning and strategy, identifying and securing large commercial agreements (>$200k).  Demonstrated organizational and resource management capabilities. Commercial account management experience in E&T with focus on O&G/Mining companies. Strong ability with CRM, Excel, MS Project.

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