Strategic Account Manager

This is a fully remote position, open to applicants in New Jersey, +3 more states.

📋 Description

• Formulate and execute a sales strategy for the territory that aligns with the company’s growth objectives.

• Maintain a steady pipeline of potential clients through networking, referrals, and industry research.

• Collaborate with Pre-Sales Product Specialists to deliver customized software demonstrations tailored to CMC-related workflows.

• Work alongside Marketing to generate opportunities and create thought leadership content that supports both pipeline and territorial expansion.

• Craft compelling RFP and RFI responses that emphasize business value and unique solution differentiation.

• Partner with Product Specialists to design solution architectures that align with scientific workflows.

• Expand business and presence within designated pharmaceutical and biotech accounts, initiating new engagements.

• Keep abreast of the platform’s features, functionalities, and technical architecture.

• Develop and sustain expertise in pharmaceutical and biotechnology development and manufacturing workflows, along with related software solutions.

• Stay updated on industry trends, emerging technologies, and the competitive landscape of pharma/biotech SaaS.

• Clearly communicate the platform's value proposition in relation to the scientific and business challenges faced by customers.

• Contribute to the creation of technical sales materials, demo scripts, presentations, FAQs, and technical documentation.

• Develop reusable solutions, templates, and best practices for common client use cases.

• Relay customer and market insights to Product and Engineering teams.

• Foster relationships with client stakeholders across business, digital/IT, data leadership, as well as pharmaceutical development, tech transfer, and manufacturing.

• Act as the primary point of contact for clients, advocating for their needs.

• Formulate account plans aimed at upselling and cross-selling licenses, products, and services.

• Oversee contract renewals and ensure customer value realization.

• Collaborate with Customer Success and Professional Services to address concerns and manage escalations.

• Travel to customer locations as required for meetings, demos, and technical workshops (30% of the time).

• Participate in industry conferences and events (20% of the time).

⛳️ Requirements

• Established network of executive leaders within the CMC, research, development, and manufacturing sectors of the Top 100 global pharma and biotech companies.

• At least 5 years of relevant experience in pharmaceutical/biotech CMC, process development, and commercial manufacturing.

• Minimum of 7 years of management consulting experience in the aforementioned domains and/or leading technology transformations within the pharmaceutical sector.

• Demonstrated success in originating a robust and consistent sales pipeline through lead generation and/or network-driven sales.

• Proven experience in leading successful RFI/RFP responses, coordinating cross-functionally to address inquiries related to user requirements, commercial offers, professional services, and more.

• Experience in implementing CMC or related technology solutions in the pharmaceutical industry.

• Excellent executive communication skills and a strong executive presence.

• Creative mindset and aptitude for problem-solving.

• Degree in a scientific or engineering field.

• Willingness to travel frequently within your territory.

🏝️ Benefits

• A culture that promotes teaching, learning, and teamwork.

• Competitive salary package.

• Sales incentive plan.

• Personal stipend.

• Opportunities for equity participation.

• Unlimited PTO policy for vacation.

• Annual company-wide holiday shutdown.

• Company-provided laptop: choose between HP Windows or MacBook.