Strategic Engagement Manager

Our Academic & Government team helps our communities accelerate knowledge for a better world by helping to establish, discover and advance knowledge. We do this by turning scientific discoveries into peer reviewed knowledge, hosting the world’s richest corpus of knowledge, allowing users to unlock insights from content and by measuring the quality and impact of research - turning insights into outcomes.
 

This is a sales role to drive growth and strengthen customer value in our AI solutions. This role brings together AI fluency and domain expertise with strong commercial acumen to engage senior stakeholders, shape strategic discussions, and lead complex, high-value opportunities. The SEM will play a key role in driving new business growth, supporting renewal success and enabling long-term business growth across our books of business.

• →Independently originate, develop, advance and close strategic, large-value, complex AI research workspace opportunities, taking ownership of the full sales cycle. Partner and align with Account Managers as appropriate to maximize account success, while remaining accountable for driving opportunity creation and deal closure.
• →Expand stakeholder networks by building multi-level engagement and securing broad organizational support.
• →Support high-value and complex renewals by engaging senior stakeholders and reinforcing solution value.
• →Articulate measurable impact through tailored value expansion and deliver high-impact workshops to generate demand and strengthen customer engagement.
• →Demonstrate deep expertise across research analytics, research workflow, AI applications, positioning innovation solutions based on customer needs.

• Background in AI, data science, computer science
• At least 5+ years of success in selling enterprise software, research workflow tools, SAAS or technology platforms, consistently exceeding sales target
• Strong commercial acumen with the ability to position AI-powered research and knowledge workflow solutions as strategic business enablers, translating technical capabilities into measurable customer outcomes and organizational value.
• Demonstrated track record of identifying, developing and closing complex, high-value opportunities involving multiple stakeholders, long sales cycles and consultative solution selling.
• Skilled in prospecting, pipeline generation, territory development and new logo acquisition within enterprise, government, academic, and research-intensive organizations.
• Ability to engage and influence senior decision-makers, including C-level executives, research leaders, innovation teams and other institutional stakeholders.
• Strong understanding of AI, machine learning, data science, analytics or digital research workflows, with the ability to articulate technical concepts to both technical and non-technical audiences.
• Experience leading strategic sales engagements from initial discovery through value assessment, business case development, negotiation, and contract closure.
• Excellent communication and presentation skills, with the ability to deliver compelling, insight-led conversations that drive executive sponsorship and buying decisions.
• Highly collaborative and capable of working effectively across a matrixed organization.
• Experience selling into academia, government, research institutions or large enterprises is highly desirable.
• Thrives in a fast-paced and results-oriented environment, demonstrating resilience, self-motivation and a growth mindset.
• Willingness to travel extensively across the region to develop customer relationships, support strategic initiatives and drive business growth.
• PhD / scientific research experience is desirable but not required.
• Fluency in English is required. Proficiency in an additional Asian language, particularly Mandarin or Japanese, is highly advantageous.

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:

• Medical Inpatient and Outpatient Insurance: Coverage for your healthcare needs.
• Long Service Award: Recognition for your dedication and loyalty.
• Flexible Working Arrangements: Balance work and personal life effectively.
• Access to Learning and Development Resources: Empowering your professional growth.

A global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world’s grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.

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