Senior Solution Consultant- Market Access

Clarivate

  • Massachusetts
  • $130,000-145,000 per year
  • Permanent
  • Full-time
  • 16 days ago
The Senior Solution Consultant, a member of the Solution Consulting Team, is an engine for commercial growth, a trusted advisor to customers and prospects, and an outstanding cross-functional team player. You are the Subject Matter Expert (SME) who has domain expertise and a level of experience that builds trust and demonstrates value to customers and prospects. You lead the customer-facing activities of the Market Access function, to maximize the commercial opportunities for Clarivate. You will be the face of Clarivate’s Market Access Solutions to our customers.Customer-centricity is key to this role, and you will need to take an “outside-in” approach to solution-selling – identifying client needs/objectives through high-quality discovery; developing and recommending relevant solutions using our portfolio of data, software, and services; and using a value-based selling approach to maximize deal size and speed to sale. As a thought-leader in the Market Access space you may be asked to contribute to marketing and demand-generating activities, such as participating in webinars and conferences, writing white papers, and supporting other critical commercial initiatives. You will be responsible for reporting client feedback to the product team to inform product development.Commercial targets will be set based on goals for new business and strategic renewals, and a strong pipeline-, process-, metric- and outcome-oriented mentality is required.About You – experience, education, skills, and accomplishments
  • BS degree
  • Minimum 7 years of relevant experience
What you will be doing in this role:As a Senior Solution Consultant, your primary duties will revolve around driving commercial outcomes by building customer trust and confidence in our proposed solutions and associated value proposition. You will work with the customer and Clarivate commercial teams to define solution packages and identify the set of products, solutions, and services that will best serve their needs. While this role may involve the need to “demo solutions” to achieve this goal, the role is primarily focused on building trust through subject-matter expertise and solving customer problems via a combination of Clarivate Market Access solutions. Additionally, you will need to be comfortable leading strategic pilots and/or advisory-related client engagements that are meant to demonstrate client value and lead to larger, longer-tail ACV opportunities.
  • COMMERCIAL PARTNERSHIP
  • Help account managers build out and execute strategic account plans and customer opportunities for Market Access Solutions
  • Demonstrate customer-centricity, teamwork, and collaboration as the way of working
  • Drive accountability for commercial and operational KPIs and targets
  • BUSINESS / DOMAIN EXPERTISE
  • Bring and continuously build a reputation as a trusted advisor and domain/customer segment expert/SME that will help strengthen customer relationships and pull-through demand
  • Breadth of expertise - understand the potential connection points and complementary benefits of data, software, and services from across the Clarivate Market Access portfolio for the given customer segments, personas, and use cases
  • Depth of expertise - articulate our solutions’ relevant features, benefits, and impact in tangible, value-based terms that build belief and buy-in from end users/practitioners, key stakeholders/influencers, and executives/decision-makers
  • Competitive intelligence – understand and be able to defend our solutions and capabilities against competitive offerings
  • CUSTOMER SOLUTIONING
  • Identify customer needs through high quality discovery and qualification, including customer workshops, whiteboarding sessions, and potentially product demonstrations
  • Analyze needs, envision/architect detailed solutions, and demonstrate the value of the proposed solutions in customer-centric terms that drive demand and propensity
  • Develop/engineer solution bundles, POCs, and/or bridge solutions where appropriate
  • Understand how to tailor communications and presentations to various customer segments, scenarios, and personas in order to drive deals through the pipeline
  • DEMAND GENERATION
  • Develop thought-leadership materials and participate as a subject matter expert in marketing campaigns required to generate leads and build the top of funnel
  • When requested, contribute to RFI/RFP responses and the activities required to build awareness and opportunity to be included/identified for RFI/RFP submissions
  • PIPELINE MANAGEMENT
  • Process-mindset: Work within the key quarterly, monthly, and weekly business cycles, using Salesforce as a key enabler to organize, prioritize, and capture activity planning, client interactions, and other commercial activities.
  • Metric-driven: Make quantitatively driven decisions that balance near- and long-term priorities with overall pipeline impact. Manage your workload to prioritize high value opportunities
  • Outcome-oriented: Start with the desired outcome and build/execute goals and action plans that are SMART and drive accountability
  • COMMERCIAL ENABLEMENT / TEAM BUILDING
  • Identify, develop, and share best practices, case studies, and process improvements across the global team
  • Provide market and customer feedback to Product Management, Marketing, and other cross-functional partners
This is a full-time position primarily working core business hours in your time zone, with flexibility to adjust to various global time zones as needed. The role can be performed remotely or near any of our US based office locations.CompensationThe expected base salary for this position is between $130,000 - 145,000 USD per year plus annual bonus of 25%. Individual pay is based upon experience, education, skill and ability, expertise, and relevant factors. In addition to a competitive remuneration package, you will be eligible to participate in a benefits package that includes medical, dental, prescription drug, life insurance, 401k with match, long term disability coverage, vacation, sick time, volunteer time, discount programs, and more.At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.

Clarivate