Strategic Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead Sapio teams and initiatives to cultivate strategic partnerships with CROs, CDMOs, pharmaceutical, and biotech companies.

• Consultatively present Sapio solutions to address significant business challenges.

• Drive new and repeat sales of Sapio products and professional services.

• Achieve established sales targets and provide accurate forecasts of customer business commitments.

• Acquire in-depth knowledge of Sapio products, professional services, features, benefits, and value propositions.

• Suggest product configuration options and professional service alternatives.

• Establish and nurture prospect relationships that align with customer requirements.

• Schedule prospect meetings and conduct company presentations.

• Relay customer objectives and requirements to Sapio team members.

• Develop positioning for the Contract Services sector.

• Ensure timely delivery of customer proposals and quotations.

• Oversee the sales process and formulate strategies for key customers.

• Create Account Plans and Opportunity Plans from initial outreach to deal closure.

• Collaborate with Customer Success Management to foster enduring client partnerships.

• Assist in lead generation via marketing campaigns, events, territory planning, and direct outreach activities.

• Maintain precise CRM records along with regular management updates and call reports.

• Handle ongoing customer communications and occasional conflict resolution.

• Monitor Sapio projects to pinpoint potential issues.

⛳️ Requirements

• 5+ years of successful sales experience in life sciences enterprise software sales.

• Ideal background in engaging with CRO and CDMO organizations and/or the pharmaceutical industry.

• Experience in traditional account management, preferably with LIMS/ELN solutions.

• Proven track record of meeting sales quotas.

• Knowledge and experience with CROs and CDMOs, including their operating models, business drivers, and technological needs.

• Willingness to travel to global and regional customer accounts as necessary.

• Demonstrated ability to foster high-level customer relationships.

• Experience with a CRM system and adherence to company standards.

• Self-motivated, goal-oriented, consistent, self-disciplined, and capable of independent work.

• Strong prioritization abilities and a commendable work ethic.

• Excellent verbal and written communication skills.

• Capability to perform effectively from remote, unsupervised locations.

• Must reside in the United States; preference for candidates located on the East Coast.

• Ability to plan and execute tasks with minimal supervision.

• Exceptional presentation skills for delivering company presentations.

• Proficiency in maintaining accurate CRM records and sales activity reports.

• Familiarity with account-related legal documentation.

• Capability to track project status and anticipate potential issues.

• Beneficial: understanding of scientific domains across Discovery, Research, Development, Clinical, and Manufacturing.

• Beneficial: existing relationships within the CRO industry and knowledge of contract services workflows and data management requirements.

• Beneficial: awareness of CRO/CDMO segments and diverse purchasing processes.

• Beneficial: understanding of AI’s influence on laboratory environments.

• Beneficial: familiarity with Value Engineering frameworks and the creation of business cases for enterprise software.

• Beneficial: awareness of the competitive landscape and key differentiators.

• Beneficial: AI skills aimed at enhancing individual and team effectiveness and efficiency.

🏝️ Benefits

• A competitive salary and benefits package.

• Flexibility to work remotely, with travel opportunities.

• A thorough onboarding and training program.

• Continuous opportunities for professional growth and development.

• A collaborative, inclusive, and supportive work environment.

• Equal opportunity and an inclusive workplace.

• Reasonable accommodations during the application, interview, and assessment processes.