Owns territory sales and revenue growth across global pharmaceutical and biotech accounts. Responsibilities include pipeline generation, account expansion, software demonstrations, RFP/RFI responses, solution positioning, executive relationship management, renewals, and cross-functional customer issue resolution. The role requires expertise in CMC, pharmaceutical development and manufacturing workflows, technology transformations, and relevant SaaS solutions. Travel includes customer visits, technical workshops, conferences, and industry events, totaling approximately 50% of the time.
About The Role
We are looking for a Strategic Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.
What You’ll Own
- Sales & Revenue Generation
- Developing and implementing a territory sales plan aligned to our company’s growth ambitions
- Maintaining a consistent pipeline of prospects through networking, referrals, industry research, etc.
- Partnering with Pre-Sales Product Specialists to provide comprehensive software demonstrations tailored to specific prospect needs and workflows within CMC and related areas.
- Collaborate closely with the Marketing team to discover and originate new opportunities, and create engaging thought leadership that sparks meaningful pipeline conversations and boost territory growth
- Developing detailed and persuasive responses to Requests for Proposals (RFPs) and Requests for Information (RFIs), highlighting our business value, solution strengths, and differentiation.
- Collaborating with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
- Growing the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing
- Solution Expertise:
- Maintaining an understanding of our platform's features, functionality, and technical architecture.
- Possessing and/or developing an understanding of and subsequently maintaining expertise in pharmaceutical and biotechnology development and manufacturing workflows; particularly CMC and related software solutions (e.g., LIMS, ELN, MES, RIM, ERP).
- Staying current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
- Articulating the value proposition of our platform in the context of customer-specific scientific and business challenges.
- Content and Tool Development:
- Contributing to the development of technical sales collateral, including demo scripts, presentations, FAQs, and technical documentation.
- Identifying opportunities to create reusable solutions, templates, and best practices for common customer use cases.
- Providing feedback to the Product and Engineering teams based on customer interactions and market insights.
- Customer Engagement and Relationship Building
- Building and maintaining strong relationships with key stakeholders within the client organizations, in particular business (PD, MSAT, tech ops), digital/IT and data leadership, and practitioners in pharmaceutical development, tech transfer, and manufacturing.
- Serving as the primary point of contact for clients, advocating for their needs and interests within the company.
- Developing account plans to identify opportunities for upselling or cross-selling additional licenses, products, or services and maximizing client lifetime value.
- Managing contract renewals and ensuring that clients continue to derive value from the company's offerings.
- Partnering with Customer Success and Professional Services to address client concerns or escalations in a timely and effective manner and collaborating with internal teams to find solutions.
- Travel and Industry Participation:
- Traveling to customer sites as needed for meetings, demonstrations, and technical workshops (30% of time).
- Attending industry conferences and events to stay informed about market trends and network with potential customers (20%).
Requirements
- Strong network of executive leaders within the CMC, research, development, and manufacturing organizations of the Top 100 global pharma and biotech companies
- A minimum of 5 years relevant domain experience in pharmaceutical / biotech CMC, process development, and commercial manufacturing
- A minimum of 7 years management consulting experience within relevant domains above and/or leading technology transformations in the pharmaceutical industry
- Proven experience originating a large, steady sales pipeline through lead generation and/or network-driven sales
- Experience leading successful RFI/RFP responses, coordinating cross-functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond
- Experience implementing CMC or CMC-adjacent technology solutions in the pharmaceutical industry
- Strong executive communication skills and executive presence
- Creative thinking and problem-solving aptitude
- Degree in a scientific or engineering discipline
- Willingness to travel frequently in your territory
Benefits
- Culture of teaching, learning, and teamwork.
- Compensation: competitive salary, sales incentive plan, personal stipend, equity opportunities
- Unlimited PTO: unlimited vacation policy + annual company-wide holiday shutdown is reflective of our family-first culture and to encourage a healthy work-life balance
- Company provided laptop: your choice of HP Windows or Macbook
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