This role focuses on helping life sciences organizations—including pharmaceutical, biotechnology, contract research, government, and academic institutions—improve research and development outcomes through technology solutions and consulting services.
The position is responsible for managing a portfolio of key strategic accounts, identifying opportunities to improve scientific and operational performance, and driving long-term customer growth through demonstrated value and business impact. The role also includes developing new business within a defined territory.
Key Responsibilities
Strategic Account Management
* Build deep understanding of customer operations, challenges, and priorities.
* Identify opportunities to improve efficiency, data quality, compliance, and decision-making.
* Develop trusted relationships with scientific, operational, technical, and executive stakeholders.
* Create and progress opportunities by aligning solutions to business outcomes rather than product features.
* Lead complex sales cycles and support customers through strategic decision-making processes.
* Coordinate internal teams and subject matter experts to deliver successful customer outcomes.
* Ensure customers achieve measurable value and maintain long-term engagement.
Commercial Leadership
* Develop and execute account growth strategies that drive recurring revenue and profitability.
* Build data-driven business cases, including financial impact, cost-benefit analysis, and return-on-investment projections.
* Understand customer business drivers and support financially sound decision-making.
* Collaborate with commercial and finance teams to define success metrics and growth objectives.
Requirements
* Proven success in enterprise software sales, strategic account management, or consultative business development.
* Experience managing complex, multi-stakeholder customer environments and long sales cycles.
* Background working with pharmaceutical, biotechnology, contract research, or related life sciences organizations.
* Strong understanding of drug discovery, pre-clinical research, and associated scientific, operational, and regulatory processes.
* Experience selling software, SaaS, or technology-enabled services.
* Ability to engage effectively with both technical and non-technical stakeholders.
* Strong skills in stakeholder management, strategic planning, opportunity development, and influencing decision-makers.
* Commercially minded, with the ability to connect solutions to measurable business outcomes.
* Comfortable working independently in a dynamic, evolving environment.
* Bachelor's degree in a scientific discipline or a related field.
Ideal Profile
* Self-motivated and results-oriented.
* Comfortable navigating ambiguity and complexity.
* Strong communicator with executive-level presence.
* Skilled at creating opportunities through insight, strategic thinking, and relationship building.
* Focused on delivering measurable customer value and long-term growth.
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