Sales Engineer – ClinicalKey
RELX (Elsevier, LexisNexis) · Remote · United States · 8d ago
Do you want to be the technical expert behind our flagship Clinical Decision Support platform?
Do you have a passion to improve outcomes for every patient?
About Elsevier Clinical Solutions
Clinical Solutions is the part of Elsevier Health that delivers evidence-based clinical decision support, drug information, and care guidance for hospitals, health systems, and individual clinicians. Our portfolio (including ClinicalKey, Elsevier Drug Information, Clinical Skills, Clinical Path and many others) is designed to sit inside existing clinical workflows and electronic health records and support decision making. Our products are underpinned by Elsevier's peer-reviewed medical content and a formal editorial governance process, so recommendations are current, sourced, and trustworthy. It is a strategically significant part of Elsevier with a clear remit: make trusted clinical evidence usable at the point of care. Join us!
About the Role
ClinicalKey surfaces evidence-based clinical answers in the electronic health record (EHR), grounded in evidence and with the context of the patient in front of the clinician. It is a sophisticated sale that spans clinical leadership, informatics, IT, security and AI governance. Our professional sales organization needs a technical partner they can bring into a deal and be joined at the hip to help our customers succeed.
As Sales Engineer, you will be that partner. You will own the technical narrative for how ClinicalKey integrates with the customer’s EHR, guide customers and their IT organizations through integration, security and AI review, and remove the technical barriers that stand between a strong clinical case and a signed agreement. You will work alongside ClinicalKey sellers across the North American market, and serve as the connective tissue between the field and our Product and Technology teams.
Responsibilities
- Deal Support: Serve as the on-demand technical partner to ClinicalKey sellers. Join discovery calls, demonstrations and technical deep dives on request, and act as the single point of escalation for integration questions during an active sales cycle.
- Technical Discovery: Qualify Patient Context fit early by assessing the customer’s environment: EHR vendor and version, FHIR API availability and release, SMART on FHIR launch support, single sign-on model, and which patient data elements are exposed.
- Solution Demonstration: Deliver and tailor technical demonstrations that show ClinicalKey and Patient Context inside the customer’s clinical workflow, rather than a generic product tour.
- Integration Expertise: Own the technical narrative for how the integration works – SMART on FHIR launch, patient context passing, OAuth 2.0 authorization, the FHIR resources consumed, and how retrieved content is grounded in the patient record.
- Security and Compliance Review: Lead responses to customer security, privacy and compliance review, including data flow, PHI handling and retention, HIPAA and BAA questions, and third-party risk documentation, coordinating with Information Security and Legal as needed.
- AI Governance: Represent the solution in AI governance and clinical informatics committee reviews, explaining model behavior, evidence sourcing, citation provenance and safeguards in terms that clinical and technical review boards will accept.
- Scoping and Feasibility: Scope integration effort and prerequisites – customer IT resources, interface team involvement, environment access and vendor certification requirements – and set realistic expectations before commitments are made.
- Pilots and Proofs of Concept: Design and run technical pilots, including success criteria, environment set-up and validation that the integration performs as expected in the customer’s environment.
- Implementation Handoff: Own a clean transition to Implementation and Customer Success, documenting agreed technical scope, configuration decisions and open risks so that nothing is renegotiated after signature.
- Voice of the Field: Act as the field’s channel to Product and Technology. Surface integration gaps, competitive blockers and recurring technical objections, and bring back accurate roadmap answers.
- Sales Enablement: Enable the ClinicalKey sales team to handle first-line technical conversations independently through interoperability primers, objection-handling guides, architecture summaries and plain-language reference material.
- Technical Collateral: Build and maintain reusable technical collateral, reference architectures and demonstration environments that reflect current product capability.
- Translation: Hold a credible conversation with an EHR analyst, a CIO and a practicing clinician in the same meeting, reframing the same integration for each audience.
- Insight and Reporting: Track technical win and loss patterns and report on where deals encounter friction, so that enablement and product investment can be targeted.
Requirements
- Experience in a sales engineering, solutions consulting, technical pre-sales or clinical informatics role in healthcare technology.
- Have working knowledge of healthcare interoperability standards, including HL7 FHIR resources, SMART on FHIR and OAuth 2.0 based authorization.
- Display familiarity with the major EHR platforms and their integration and marketplace models, and an understanding of how health system IT organizations evaluate and deploy third-party applications.
- Experience supporting enterprise sales cycles and partnering directly with sellers to advance and close opportunities.
- Experience navigating customer security, privacy and compliance review, including HIPAA and PHI handling considerations.
- Have an understanding of clinical workflow and the ability to establish credibility with clinicians, informaticists and technical stakeholders alike.
- Working knowledge of large language model-based solutions and the questions customers raise about accuracy, evidence and governance.
- Deploy excellent communication skills, with the ability to translate technical detail into clinical and commercial value at any level of an organization.
- Are proactive and able to work successfully in a matrixed environment, leading through demonstration, commitment and understanding of our marketplace.
- Have project and time management skills with an ability to set and maintain priorities across multiple concurrent deals.
- Able to bring energy and enthusiasm and foster effective teams.
- Willing to travel to customer sites as required.
Work in a Way That Works for You
We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance, and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.
Working Pattern
Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive
About the Business
A global leader in information and analytics, we help researchers and healthcare professionals' advance science and improve health outcomes for the benefit of society. Building on our publishing heritage, we combine quality information and vast data sets with analytics to support visionary science and research, health education and interactive learning, as well as exceptional healthcare and clinical practice. At Elsevier, your work contributes to the world's grand challenges and a more sustainable future. We harness innovative technologies to support science and healthcare to partner for a better world.
We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.
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