Sales Engineer – ClinicalKey

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. Its portfolio, including ClinicalKey, Elsevier Drug Information, Clinical Skills, and Clinical Path, is designed to sit inside existing clinical workflows and electronic health records and support decision making. Products are underpinned by Elsevier's peer-reviewed medical content and a formal editorial governance process.

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. The sale spans clinical leadership, informatics, IT, security and AI governance. As Sales Engineer, you will be the technical partner to the professional sales organization across the North American market, owning the technical narrative for how ClinicalKey integrates with the customer's EHR, guiding customers and their IT organizations through integration, security and AI review, and removing technical barriers between a strong clinical case and a signed agreement.

Responsibilities:

• Deal Support: Serve as the on-demand technical partner to ClinicalKey sellers, join discovery calls, demonstrations and technical deep dives, and act as the single point of escalation for integration questions during an active sales cycle.
• Technical Discovery: Qualify Patient Context fit by assessing the customer's EHR vendor and version, FHIR API availability, SMART on FHIR launch support, single sign-on model, and exposed patient data elements.
• Solution Demonstration: Deliver and tailor technical demonstrations that show ClinicalKey and Patient Context inside the customer's clinical workflow.
• Integration Expertise: Own the technical narrative for SMART on FHIR launch, patient context passing, OAuth 2.0 authorization, 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 reviews, including data flow, PHI handling and retention, HIPAA and BAA questions, and third-party risk documentation, coordinating with Information Security and Legal.
• AI Governance: Represent the solution in AI governance and clinical informatics committee reviews, explaining model behavior, evidence sourcing, citation provenance and safeguards.
• Scoping and Feasibility: Scope integration effort and prerequisites, including 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.
• Implementation Handoff: Own a clean transition to Implementation and Customer Success, documenting technical scope, configuration decisions and open risks.
• Voice of the Field: Act as the field's channel to Product and Technology, surfacing integration gaps, competitive blockers and recurring technical objections.
• Sales Enablement: Enable the ClinicalKey sales team to handle first-line technical conversations through interoperability primers, objection-handling guides, architecture summaries and reference material.
• Technical Collateral: Build and maintain reusable technical collateral, reference architectures and demonstration environments.
• Translation: Reframe the same integration for an EHR analyst, a CIO and a practicing clinician in the same meeting.
• Insight and Reporting: Track technical win and loss patterns and report on where deals encounter friction.

Requirements:

• Experience in a sales engineering, solutions consulting, technical pre-sales or clinical informatics role in healthcare technology.
• Working knowledge of healthcare interoperability standards, including HL7 FHIR resources, SMART on FHIR and OAuth 2.0 based authorization.
• 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.
• Understanding of clinical workflow and the ability to establish credibility with clinicians, informaticists and technical stakeholders.
• Working knowledge of large language model-based solutions and the questions customers raise about accuracy, evidence and governance.
• Excellent communication skills, with the ability to translate technical detail into clinical and commercial value at any level of an organization.
• Proactive and able to work successfully in a matrixed environment.
• Project and time management skills, with the ability to set and maintain priorities across multiple concurrent deals.
• Energy and enthusiasm, with the ability to 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, with wellbeing initiatives, shared parental leave, study assistance, and sabbaticals. Working pattern is flexible hours, flexing the times when you work in the day.

Compensation:

U.S. National Base Pay Range: $81,400 - $151,100. Total Target Cash Range: $125,300 - $232,700. Geographic differentials may apply in some locations. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

About the Business:

A global leader in information and analytics, Elsevier helps researchers and healthcare professionals advance science and improve health outcomes for the benefit of society.

Equal Opportunity:

Elsevier is an equal opportunity employer. Qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.