Elsevier
Sr. Director Capture Management, Government Sales
🇺🇸
Mclean, VA
🕑
Full-Time
💰
$157K - $291K
💻
Other
🗓️
June 1st, 2026
Edtech.com's Summary
Elsevier is hiring a Sr. Director Capture Management, Government Sales. This role leads a team of Solutions Architects and Capture Management professionals supporting the Government Sales Team by developing strategic account plans, managing pipeline activities, and aligning messaging with customer initiatives. The position drives revenue growth, coaches the team, and establishes strong client relationships while overseeing deal planning and execution.
Highlights
- Lead and manage Solutions Architects and Capture Management teams supporting government sales.
- Develop strategic account and pipeline generation plans to accelerate sales cycles.
- Drive new business revenue and execute strategic growth initiatives.
- Conduct monthly coaching and quarterly business reviews with team members.
- Evaluate and align team technical capabilities with organizational product strategies.
- Collaborate with internal departments (Market Planning, Marketing, Product, etc.) for solution alignment.
- Establish and maintain relationships with key client executives and stakeholders.
- Develop and maintain solution account plans and close plans for critical deals.
- U.S. base salary range: $156,700 to $290,900 with geographic differentials and eligibility for annual incentive bonus.
- Qualifications include leadership in government sales, strategic planning, and technical competency management.
Sr. Director Capture Management, Government Sales Full Description
Lead a team of Solutions Architects and Capture Management professionals in support of the Government Sales Team. Develop strategic account plans at the solution level. Develop and manage correlated pipeline generation activities along with action plans to drive deals through a condensed sales cycle. Responsible for identifying key objectives of Architects and Capture Management professionals, and developing messaging and outreach that aligns LexisNexis Government capabilities with their goals. Understand the top initiatives of our customers to create and align the LexisNexis value proposition. Responsible for examining LexisNexis Government capabilities and determining how they can be packaged and positioned within Prospect/Clients that will resonate with Funding Owners and Opportunity Champions. Provide overall leadership to the team and manage all day to day activities of the team.
Accountabilities
Revenue Attainment -Executing on the strategic planning and future growth
• Drive new business revenue through managing SA and CM team engagement with broader sales organization
• Conduct monthly coaching sessions with SA and CM reps along with quarterly sales meetings including full business reviews
• Work directly with SA and CM team on company strategic sales opportunities - responsible for building plan - identify key players/functional capabilities - paint strategic roadmap to increase value to customers and sales teams.
• Support key customer sales opportunities working closely with entire sales organization
Ensure technical competency and alignment of SA and CM organization:
• Consistently evaluate teams technical capabilities to align to organizational product/solution strategy.
• Provide ongoing coaching and mentoring to direct reports for growth
• Work with other parts of LN organization to ensure alignment of product/solutions, messaging and customer feedback (Market Planning, Marketing, Product, SIU, etc.)
Deal Planning and account/action plan execution
• Take a leadership role in positioning new solutions/capabilities with clients.
• Must establish and maintain strong relationships with critical client executives.
• Develop and consistently maintain solution account plans for each strategic account to optimize LN involvement in client's key business decisions.
• Develop close plans for critical deals to increase odds from stage 3 to close
• Paint strategic roadmap to increase value to customers
Accountabilities
Revenue Attainment -Executing on the strategic planning and future growth
• Drive new business revenue through managing SA and CM team engagement with broader sales organization
• Conduct monthly coaching sessions with SA and CM reps along with quarterly sales meetings including full business reviews
• Work directly with SA and CM team on company strategic sales opportunities - responsible for building plan - identify key players/functional capabilities - paint strategic roadmap to increase value to customers and sales teams.
• Support key customer sales opportunities working closely with entire sales organization
Ensure technical competency and alignment of SA and CM organization:
• Consistently evaluate teams technical capabilities to align to organizational product/solution strategy.
• Provide ongoing coaching and mentoring to direct reports for growth
• Work with other parts of LN organization to ensure alignment of product/solutions, messaging and customer feedback (Market Planning, Marketing, Product, SIU, etc.)
Deal Planning and account/action plan execution
• Take a leadership role in positioning new solutions/capabilities with clients.
• Must establish and maintain strong relationships with critical client executives.
• Develop and consistently maintain solution account plans for each strategic account to optimize LN involvement in client's key business decisions.
• Develop close plans for critical deals to increase odds from stage 3 to close
• Paint strategic roadmap to increase value to customers
Secondary Functions and Special Projects as assigned by senior management.
U.S. National Base Pay Range: $156,700 - $290,900. Geographic differentials may apply in some locations to better reflect local market rates.If performed in New York, the base pay range is $172,400 - $320,000.If performed in New York City, the base pay range is $188,000 - $349,000.If performed in Rochester, NY, the base pay range is $156,700 - $290,900.This job is eligible for an annual incentive bonus.
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