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About the Role

Lead a team of Solutions Architects and Capture Management professionals supporting the Government Sales Team. Develop strategic account plans and manage pipeline generation activities to drive deals through a condensed sales cycle. Identify key objectives of Architects and Capture Management professionals, aligning LexisNexis Government capabilities with their goals through effective messaging and outreach. Understand customer initiatives to create and align the LexisNexis value proposition. Examine LexisNexis Government capabilities to package and position them for Prospect/Clients, resonating with Funding Owners and Opportunity Champions. Provide overall leadership and manage daily team activities.

Responsibilities

Develop strategic account plans at the solution level.
Develop and manage pipeline generation activities and action plans to drive deals through a condensed sales cycle.
Identify key objectives of Architects and Capture Management professionals, developing messaging and outreach to align LexisNexis Government capabilities with their goals.
Understand customer top initiatives to create and align the LexisNexis value proposition.
Examine LexisNexis Government capabilities to package and position them for Prospect/Clients, resonating with Funding Owners and Opportunity Champions.
Provide overall leadership to the team and manage all day-to-day activities.
Drive new business revenue by managing Solutions Architect (SA) and Capture Management (CM) team engagement with the broader sales organization.
Conduct monthly coaching sessions and quarterly sales meetings, including full business reviews, with SA and CM representatives.
Collaborate with SA and CM teams on strategic sales opportunities, building plans, identifying key players and capabilities, and defining strategic roadmaps to enhance customer and sales team value.
Support key customer sales opportunities in close collaboration with the entire sales organization.
Consistently evaluate team technical capabilities to align with organizational product and solution strategy.
Provide ongoing coaching and mentoring to direct reports for professional growth.
Collaborate with other LexisNexis (LN) organizations (Market Planning, Marketing, Product, SIU, etc.) to ensure alignment of products, solutions, messaging, and customer feedback.
Lead the positioning of new solutions and capabilities with clients.
Develop and maintain solution account plans for strategic accounts to optimize LexisNexis (LN) involvement in client key business decisions.
Develop close plans for critical deals to improve conversion rates from stage 3 to close.
Define strategic roadmaps to increase customer value.
Perform secondary functions and special projects as assigned by senior management.

Requirements

Establish and maintain strong relationships with critical client executives.

Location

U.S. National
New York
New York City
Rochester, NY

Salary/Compensations

U.S. National Base Pay Range: $156,700 - $290,900
New York Base Pay Range: $172,400 - $320,000
New York City Base Pay Range: $188,000 - $349,000
Rochester, NY Base Pay Range: $156,700 - $290,900
Eligible for an annual incentive bonus

Benefits

Country specific benefits

About the Company

Elsevier is a global leader in advanced information and decision support for science and healthcare.
The company's mission is to shape human progress to go further, happen faster, and benefit all.
Elsevier supports continuous discovery and upholds high standards of content integrity, reliability, and reproducibility.
By combining high-quality content with powerful analytics, Elsevier transforms complexity into clarity and delivers mission-critical insights.
The company helps research institutions, governments, funders, researchers, librarians, innovators, and health professionals achieve their goals.
Elsevier has 9,500 employees, over 2,300 technologists in 5 major tech hubs, and more than 60 locations globally.
Elsevier is part of RELX Group.

Equal Opportunity

Committed to providing a fair and accessible hiring process; accommodations for disabilities or other needs are available.
An equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.
USA Job Seekers: EEO Know Your Rights.