ROLE OVERVIEWWe are seeking a motivated and results-driven Strategic Account Executive to join our team. In this role, you will be responsible for driving new business within the Western territory, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account. You will play a crucial role in expanding our chemistry customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.
RESPONSIBILITIES- Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle.
- Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets.
- Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect.
- Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements.
- Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling's solutions with their business objectives.
- Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction.
- Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.
- Process: Drive the sales process through Pipeline Generation (PG), 3 Why's, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.
QUALIFICATIONSYou are drawn to our mission and you want to help Benchling win new business. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in life sciences and chemistry R&D, faster.
- Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & R&D.
- Demonstrated ability to drive pipeline generation and manage complex sales cycles.
- Strong sales forecasting skills with a track record of meeting or exceeding targets.
- Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions.
- Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels.
- Dynamic communication, negotiation, and interpersonal skills.
- Self-motivated, with a strong drive to achieve and exceed goals.
- Ability to work independently as well as collaboratively in a team environment.
- Familiarity with MEDDICC sales methodology is a plus but not required.
- Knowledge of the life sciences industry, chemistry including: R&D, and/or IT functions is preferred.
- Bachelor's degree - life sciences or chemistry major is preferred.
HOW WE WORKWe offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
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