Solution Sales Account Manager at Remitly

Sydney, New South Wales, Australia

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Academic, Government, ResearchIndustries

Requirements

Proven success (5+ years) in a B2B solution sales role, with a track record of meeting or exceeding complex, high-value revenue targets
Demonstrated experience managing a large, complex sales territory, ideally within the Academic, Government, or B2B technical information sectors
Excellent understanding of the research ecosystem, including university structures, funding cycles, and the role of engineering information in research and teaching
Exceptional communication, presentation, and negotiation skills, with the ability to articulate complex technical solutions to both technical and executive audiences
Strong organizational skills

Responsibilities

Achieve Revenue Targets: Consistently meet or exceed targets for both renewal revenue and new business growth (upsell/cross-sell) within the assigned territory and product portfolio
Strategic Account Planning: Develop and execute detailed account plans for key universities and government research institutions, identifying high-potential opportunities, budget cycles, and key decision-makers (from library directors to Deans and VPs of Research)
Solution Selling: Effectively position Elsevier’s Engineering solutions as strategic assets that address institutional priorities, such as research impact, student retention, accreditation, and industry partnership
Forecasting and Pipeline Management: Maintain a disciplined sales pipeline using Salesforce, ensuring accurate forecasting and proactive management of potential risks and opportunities
Market Penetration: Identify and cultivate new business opportunities in emerging markets within East Asia, working closely with local support teams
Competitive Intelligence: Maintain deep knowledge of the competitive landscape (e.g., specific engineering databases, industry standards providers) and develop strategies to successfully position Elsevier’s unique value proposition
Stakeholder Engagement: Build and maintain strong, long-term relationships with a broad set of stakeholders, including librarians, faculty, heads of departments, and research management professionals
Subject Matter Expertise: Develop and maintain expert-level knowledge of the Engineering portfolio and its application in academic and government research and teaching workflows
Internal Collaboration: Work closely with customer success managers (CSMs) to drive adoption, demonstrate Return on Investment (ROI), and secure early-stage renewals
Feedback Loop: Serve as the voice of the customer, providing timely and structured feedback to Product and Marketing teams to inform future product development and Go-to-Market strategies

Skills

Key technologies and capabilities for this role

Solution SellingAccount ManagementStrategic Sales PlanningRevenue ForecastingPipeline ManagementSales Strategy

Questions & Answers

Common questions about this position

What is the location or work arrangement for this role?

The role can be based in our office in Sydney or Melbourne.

What salary or compensation is offered for this position?

This information is not specified in the job description.

What skills and experience are required for the Solution Sales Account Manager role?

The role requires being a highly motivated and experienced sales professional with expertise in solution selling, strategic account planning, territory management, forecasting using Salesforce, and deep knowledge of the Engineering portfolio.

What is the team culture like at Elsevier for this position?

The Academic & Government team focuses on accelerating knowledge for a better world by turning scientific discoveries into peer-reviewed knowledge, hosting rich knowledge corpora, unlocking insights, and measuring research impact to drive outcomes.

What makes a strong candidate for this Solution Sales Account Manager position?

A strong candidate is a talented sales professional with experience driving revenue growth, executing strategic account plans for universities and government institutions, building stakeholder relationships, and demonstrating subject matter expertise in engineering solutions.

Remitly

International money transfer for immigrants

About Remitly

Remitly focuses on international money transfers, helping immigrants send money to their families quickly and securely at lower costs than traditional banks. The company charges transaction fees and earns from the exchange rate margin, offering various transfer options like bank deposits and cash pickups. Remitly enhances user experience through its website and mobile app, allowing real-time tracking of transfers, and engages with immigrant communities by providing helpful resources and educational support. Its goal is to meet the unique needs of immigrants while ensuring fast, affordable, and reliable money transfer services.

Seattle, WashingtonHeadquarters

2011Year Founded

$423.9MTotal Funding

IPOCompany Stage

Fintech, Financial ServicesIndustries

1,001-5,000Employees

Benefits

Continuing Education or Travel Stipend

Office Culture

Flexible PTO, Schedules and Leaves

DEI Learning Opportunities

Community Engagement

Inclusive Benefits

Risks

Swift's integration into banks' channels poses a competitive threat to Remitly.

AI agents' rise may challenge Remitly's operational model in efficiency and cost-effectiveness.

Schall Law Firm's investigation could impact investor confidence and Remitly's reputation.

Differentiation

Remitly focuses on immigrants, offering competitive rates and fast, secure transactions.

The company leverages technology for a seamless user experience via its app and website.

Remitly engages with immigrant communities through content and educational initiatives.

Upsides

Increased digital wallet adoption in key markets expands Remitly's reach to unbanked individuals.

AI agents in operations could reduce costs and improve Remitly's efficiency.

Visa collaboration enhances Remitly's cross-border fund flow services, boosting customer satisfaction.

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