Description

Success Profile - Strategic Account Management, Director

Team: Sales - Americas
Reports to: SVP, Strategic Accounts Americas
Location: Remote - US

ROLE

In this role as Strategic Account Management, Director, you will be strategically focused on driving sales growth from some of Evaluate and Citeline's largest clients including the top financial Institutions, professional services providers, as well as suppliers into life sciences. This position will focus on sales execution, individually and as part of a team, by growing and retaining an assigned group of client accounts. You will apply the Evaluate sales methodology to achieve sales quotas and the company's commercial objectives.

Reporting to the SVP, Strategic Accounts Americas, this is an excellent opportunity if you are highly motivated to deliver outstanding sales performance within a high-growth SaaS business.

We are looking for a sales hunter, a self-starter with excellent business acumen and a growth-mindset. This role is ideal if you are achievement-oriented and believe in driving individual and team-based performance to exceed pipeline growth and sales goals. You will be consultative seller, driven to succeed, and love working at pace as part of a diverse global team.

SCOPE OF ROLE

In this role as Strategic Account Management, Director, you will:
• Achieve or exceed sales goals within your client base
• Manage the entire sales pipeline from prospecting to closing the sale, managing to a weekly/ monthly opportunity progression cadence
• Develop outstanding and multi-threaded professional relationships to maximise lifetime value of each account
• Hunt for additional syndicated product and/or Services sales for Evaluate and referrals into other Norstella companies
• Devise and execute territory and account development plans to assure quota achievement
• Use a range of communication, sales and negotiation frameworks to grow sales to assigned clients
• Share feedback from client interactions and strive to deliver more value to Evaluate Customers
• Follow-up all SQLs to establish additional opportunities within assigned accounts and record activities in Salesforce

HOW YOU'LL SUCCEED
• Your success will be measured by achievement of assigned sales quota/s, including Subscription and Consulting & Analytics sales within your client base
• Collaborate with your customer success partner(s) as well as sales leaders, solution consulting, marketing and others to devise and pursue account development strategies
• Generate sales growth through traditional and professionally creative methods
• Provide accurate and up-to-date sales pipeline reports and sales forecasts on a weekly basis
• Enjoy what you are doing and have fun!

WHAT IT TAKES

Essential requirements:
• You have a track record of quota achievement, hunting and closing business with large B2B clients
• You have experience selling to pharmaceutical/financial and/or life sciences consulting clients
• You have experience selling business data/intelligence or SaaS solutions that drive ACV growth
• You understand how analysis and information supports strategic decision making
• You have proven ability to plan, prepare, execute, and review professional meetings to achieve commercial objectives and win/win outcomes with clients
• You have an ability to establish rapport quickly with a demanding and expert client base
• You have experience in utilising Microsoft Office applications and CRM systems (Salesforce)
• You have grit and resilience with a can-do attitude!

Nice to have:
• Life-science focused degree
• Previous formal sales training

Our Guiding Principles for success at Norstella:

01: Bold, Passionate, and Mission-First

02: Integrity, Truth, and Reality

03: Kindness, Empathy, and Grace

04: Resilience, Mettle, and Perseverance

05: Humility, Gratitude, and Learning

Benefits:

• Medical & Prescription Drug Benefits
• Health Savings Account (HSA) or Flexible Spending Accounts (FSA)
• Dental & Vision Benefits
• Basic Life and AD&D Benefits
• 401k Retirement Plan with Company Match
• Company Paid Short & Long-Term Disability
• Paid Parental Leave
• Paid Time Off & Company Holidays