Solution Sales Specialist

Job description

About Springer Nature Group

Springer Nature opens the doors to discovery for researchers, educators, clinicians and other professionals. Every day, around the globe, our imprints, books, journals, platforms and technology solutions reach millions of people. For over 175 years our brands and imprints have been a trusted source of knowledge to these communities and today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood and used by our communities - enabling them to improve outcomes, make progress, and benefit the generations that follow.

About the Brand

Springer is a leading global scientific, technical and medical portfolio, providing researchers in academia, scientific institutions and corporate R&D departments with quality content through innovative information, products and services. Springer has one of the strongest STM and HSS eBook collections and archives, as well as a comprehensive range of hybrid and open access journals. Visit springer.com and follow @Springer1842

JOB TITLE: Solutions Sales Specialist

DEPARTMENT: Research Intelligence

LOCATION: London or Berlin

ROLE: Fulltime, Permanent

Are you successful in selling innovative solutions to Research Leaders?

Become one of the first Solution Specialists for our new Nature Research Intelligence portfolio

In July 2022 we launched our Nature Research Intelligence Portfolio ( www.nature.com/research-intelligence ) with three products of which Nature Navigator and Nature Strategy Reports are new solutions for which we will establish a small team of sales specialists.

In order to materialize the investment in product development and support fast revenue growth we will start with two sales positions, one in the US market and the other in Europe, working closely with the local sales teams, which started positioning the portfolio and generating opportunities.

If you want to be one of the first team members and are excellent in generating new sales with solutions that are at market-entry stage, this is your career opportunity.

About the Role

As a Solutions Specialist, you will generate meetings with research leaders at universities and research institutions and advise them how our solutions can support them and their teams to achieve their goals.

Typical roles that you prospect to meet with are: Research Office, Research Administration, the Vice Provost for Research, Director Research Strategy & Development and other leaders that are involved in developing research strategies for the entire organizations, certain science disciplines or departments.

With your consultative sales approach you are able to identify current pain points, translate them into specific requirements and demonstrate how our Nature Research Intelligence solutions can add value.

You will also collaborate with local sales reps to gain insights into the account situation and support them with your sales and product competences when they generate interest with their customer. During the solution evaluation phase you will be supported by product management and our new team of research intelligence consultants

The position will report to the Vice President Solutions Specialists.

Responsibilities

• Acquire meetings and establishing new relationships with research leaders in the academic and government market in your territory
• Discover customer needs and generate opportunities for Nature Navigator and Nature Strategy Reports
• Develop a thorough understanding how customers are using current products like Scopus, Web of Science, Incites, SciVal and position our solutions with it unique, complementary value add
• Demonstrate our product capabilities, overcome objection and create a customer specific buying vision
• Provide feedback to product management and marketing to inform their roadmap and campaign planning
• Apply a result-oriented collaboration with the local sales team and other sales expert that are selling other products and services to the sames target contacts
• Professional territory, pipeline and opportunity management with regular status and planning reports

You are awesome at:

• Understanding the roles of key stakeholders involved in research strategies at universities and research institutions
• Selling new solutions to customers and generating significant revenue growth, proven by a track record in a similar environment.
• Getting meetings with senior key decision influencers and ability to build rapport to get them engaged in a solution finding discussion
• Demonstrating the value of a product based on individual needs and handling questions and objections
• Getting information on customer's decision criteria and executing tailored activities to meet them
• Working with product managers, dedicated marketing experts and local sales

You have:

• Masters degree
• Extensive sales experience in our industry, favorably working with Research leaders at academic and research institutions
• Experience in selling solutions to universities and research institutions (software, research databases, research intelligence/analytics solutions)
• Excellent communication (reading, writing, speaking and listening) and interpersonal skills
• Applied consultative sales approach combined with presentation skills
• Self-motivated, quick learner, disciplined time management and result-driven
• Entrepreneurial mindset

What you can expect from us:

• Working for a global established company with a strong brand
• Competitive salary and bonus plan
• Professional onboarding program with extensive product learning and product specific sales training
• Extensive online resources to assist with your self-development
• Result-driven and cooperative environment
• Excellent team support and coaching on the job

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At Springer Nature, we value the diversity of our teams and work to build an inclusive culture, where people are treated fairly and can bring their differences to work and thrive. We empower our colleagues and value their diverse perspectives as we strive to attract, nurture and develop the very best talent. Springer Nature was awarded Diversity Team of the Year at the 2022 British Diversity Awards. Find out more about our DEI work here https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion

If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. For more information about career opportunities in Springer Nature please visit https://careers.springernature.com/