Strategic Account Manager

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