Product Solutions Manager

1 month ago

New York, United States Digital Science Full time
Job DescriptionJob DescriptionDescriptionAbout us
We are Digital Science and we are advancing the research ecosystem. We are a pioneering technology company, and our vision is of a future where a trusted and collaborative research ecosystem drives progress for all. We believe in better, open, collaborative and inclusive research. In creating the next generation of tools and working in partnership with the community we tackle some of the biggest challenges to research. In order to achieve our vision, we need innovative, inspiring and dynamic people to join our team. Want to join us?

Your new role

Dimensions provides its unique data assets and its ontology-based knowledge extraction solutions as a comprehensive offering to key clients from the pharma/ med devices/ chemical industry and beyond. We take a modern cloud-based big data approach and provide clients with flexible analytical applications creating the insights they need - either as standard offering or custom implementation. 
The PSM team will support the sales team in converting leads into customers, and ensure that these customers are satisfied and their expectations are met or over-fulfilled, thus leading to renewals. 

The primary focus of this role is to act as the key product specialist within the chemicals/life sciences/pharma/med devices domain for your region and specialty, working closely with colleagues from sales, marketing, engagement and consultancy to help drive new sales and to support our existing client relationships.

You will support sales efforts for the region and segment that you will serve, and will be Digital Science’s ‘subject matter expert’ for Dimensions (including Ontochem offerings), Altmetric and ReadCube. You will work with colleagues throughout the Dimensions, Altmetric and ReadCube organisations to tell the stories that share the power and richness of our unique datasets & powerful workflows.
What you’ll be doing
  • Advancing sales opportunities in related industries and territories by:
    • Preparing and running technical products/ solutions demonstrations, and joining customer meetings in collaboration with the Digital Science sales team; the key PSM responsibility is to demonstrate the value of Digital Science solutions
    • Working with marketing and Business Development (BD) teams to develop and deliver marketing materials (e.g. blogs, podcasts, white papers etc), events, and marketing/ BD campaigns by request 
    • Attending and speaking at conferences, running marketing webinars & roundtables, and attending user events by request
  • Protecting and growing existing revenues with key clients by:
    • Serving as a “subject matter expert” and “product specialist” main point for customers
    • Delivering tailored product/ solution trainings
    • Aligning with sales, technical PSMs, marketing, support team, and delivery/ implementation units colleagues (when needed) to deliver engagement activities and continuous customer support post-sales to ensure client contract renewal; all the engagement plans and activities has to be tracked in dedicated tools
    • Analysing and identifying upsell and cross-sell opportunities for strategic and key accounts
  • Acting as key point of contact at Dimensions; Altmetric; OntoChem and ReadCube for Digital Science’s local sales teams, creating and executing custom demos/ trainings, participating in customer visits (when needed; for strategic and key accounts), training and educating the sales team when needed, and supporting the preparation of proposals and Statement of Work (SoW) by request
  • Inputting into pricing, processes and other commercial strategy decisions 
  • Contributing to the Altmetric, Dimensions and ReadCube value propositions as we develop our existing portfolio and diversify with new product offerings and consultancy services.

What you’ll bring to the roleQualifications: 
  • Bachelors degree or equivalent/ Life Sciences, Biomedical or Chemistry or related fields
Skills and experience: 
  • 5+ years experience in a pre or post-sales role, or other client-facing or consultancy roles
  • Familiarity with complex, matrix organizations and remote working environments
  • Experience in (or selling to) the pharmaceutical companies, med devices or chemicals industry, with a broad understanding of requirements for data and analytics, e.g. within R&D, information management or other business units.  
  • A self-starter with a high level of productivity and good prioritization skills needing little direct day-to-day management
  • Exceptional written and verbal communication skills to engage with customers, the wider chems/corporate community, and the team, including excellent abilities at producing and presenting slide decks
  • Ability to establish strong relationships with internal stakeholders and external customers and partners
  • Experienced public speaker comfortable with speaking to large groups in-person and virtually
  • Proven track record of anticipating and responding accordingly to the needs of colleagues and customers
  • Ability to evaluate, and make decisions based on lead conversion reports, sales pipelines, client usage data
  • Able to travel up to 20%, mostly in the local area but with occasional overseas trips
Not sure you meet all qualifications? Let us decide Research shows that women and members of other under-represented groups tend to not apply to jobs when they think they may not meet every qualification, when in fact, they often do We are committed to creating a diverse and inclusive environment and strongly encourage you to apply.
Living our ValuesWe invest in, nurture and support innovative businesses and technologies that make all parts of the research process more open, efficient and effective. 
The talent we secure is fundamental to us achieving our vision and our growth plans. The values we live by are:
We are brave in the pursuit of betterWe are collaborative and inclusiveWe are always open-mindedWe are from and for the community 

We're an equal opportunity employer. All applicants will be considered for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

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