About Silverchair

Silverchair is the premier independent platform partner for scholarly and professional publishers, dedicated to expanding the reach of the world’s most valuable knowledge. By connecting creators, publishers, and users, we amplify the impact of scholarship and enhance the accessibility of critical information. Our global teams develop, build, and host websites, online products, and digital libraries for prestigious publishers, including the American Medical Association, MIT Press, and Oxford University Press.

Overview

We are seeking an experienced Solutions Engineer to join our Sales team supporting the Scholar One product line. Solutions Engineers are sales professionals first and foremost, while bringing a strong technical background to the team’s activities. In this role, you will serve as the technical expert throughout the sales cycle, combining deep publishing industry knowledge with technical expertise to demonstrate the value of our platform to prospective and major renewing clients. The ideal candidate will bridge the gap between complex technical capabilities and business value, while maintaining strong relationships with internal teams to ensure successful project handoffs.

Key Responsibilities

Sales Leadership

• Lead technical demonstrations and presentations to C-suite executives and technical stakeholders, both remotely and in person
• Drive prospect discovery processes to understand client needs and align solutions
• Develop and present compelling technical responses for RFPs
• Create detailed pricing and financial models
• Lead deal review meetings and manage the technical aspects of the sales cycle
• Collaborate with internal teams to arrange and lead deep-dive technical sessions
• Support the closing process and assist in moving deals to completion based on a targeted date

Technical Expertise

• Serve as the platform expert during sales cycles, with deep knowledge of:
  • Front-end architecture and publishers peer-review workflows
  • Integration capabilities (APIs, SSO, ecommerce)
  • Editorial-specific features, author cycle, peer review, etc.
  • Security, cloud hosting, and accessibility requirements
  • Interactions between publishers, reviewers, editors and authors
• Partner with Product and Technology teams for advanced technical discussions
• Evaluate prospect’s technical requirements and provide solution recommendations

Project Planning

• Collaborate with delivery teams to assess implementation requirements and develop project timelines
• Create preliminary project schedules and migration strategies
• Ensure smooth handoff to implementation teams post-sale

Contract Management

• Contribute to effective contract management and help bring about a swift resolution of the negotiation process.

Required Qualifications

• Minimum 5 years of technical experience in submission and peer review management systems
• Bachelor's degree or equivalent experience
• Demonstrated experience presenting technical concepts to both technical and non-technical audiences
• Strong understanding of SaaS platforms, cloud hosting, and modern web technologies
• Knowledge of Agile software development practices, security principles, and accessibility standards
• Excellent presentation and public speaking skills
• Strong project management capabilities
• Strong collaboration skills
• Ability to travel up to once every two months

Preferred Qualifications

• Sales experience in a technical role
• Experience with scholarly publishing platforms
• Contract negotiation experience
• Background in platform migrations or implementations

Personal Qualities

• Positive, outgoing attitude with excellent presentation skills
• Comfortable speaking to large groups and leading technical discussions
• Strong analytical and problem-solving abilities
• Excellent written and verbal communication skills
• Ability to build relationships with both technical and business stakeholders
• Detail-oriented with strong organizational skills
• Self-motivated with the ability to work independently while contributing to team goals

Silverchair is an Equal Opportunity Employer. We do not discriminate against any employee or applicant for employment based on race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other characteristic protected by applicable laws. We are dedicated to ensuring a fair and inclusive hiring process for all candidates.

We encourage applications from individuals of all backgrounds and experiences and are committed to providing reasonable accommodations for qualified individuals with disabilities in the application and hiring process.