Strategic Account Manager - Life Sciences / Pharma

ForeScout Technologies   •  

NJ

Industry: Technology

  •  

11 - 15 years

Posted 67 days ago

This job is no longer available.

What you will do:

  • Achieve quarterly and annual sales goals and objectives. Driving business transaction linearity and pipeline development are critical at ForeScout!
  • Identify and doggedly pursue sales opportunities at assigned accounts. Drive business development and pre-sales initiatives by leveraging your strong industry and technical background.
  • Build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into ForeScout solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.
  • Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of ForeScout’s solutions.
  • Develop multi-level relationships within assigned accounts using available internal and external resources, and where appropriate channel partner resource, to maximize revenues opportunities and establish ForeScout as a strategic, long term partner.
  • Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include ForeScout Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.
  • Align with appropriate delivery teams to leverage follow-on business from one delivery mission to another. Attendance to major Project Milestones and Executive Reviews.

What You Bring to ForeScout:

  • Ideal candidate has 10+ years’ experience software selling experience to C level executives
  • 5+ years of relevant quota carrying experience
  • 5+ years selling high value solutions to Fortune 500 companies
  • 3+ years experience selling into Lifesciences and Pharmaceutical verticals
  • The candidate must have a history of repeated success at every level, from winning in high school/college competitions to President’s Club - winners are most welcome!
  • Understand how to solution sell multi-product software & hardware solutions.
  • Excellent presentation skills is a must.
  • Proven ability to work effectively with and across all levels of business contacts within large and complex organizations.
  • Experience negotiator working with our customers and partners to complete terms, conditions, considerations, and pricing.
  • Team player that collaborates within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Marketing, & Professional Services to ensure target quotas as achieved and exceeded.
  • Highly developed business development, negotiation skills and ability to influence contract content.
  • Thrives in a high-paced, changing work environment (really, you’d be bored by anything less).
  • Ability to multi-task while maintaining attention to detail and deadlines.
  • Excellent written and verbal communication skills.
  • Firm understanding of the state contract and RFP/RFQ procurement processes
  • Experience working large, strategic, complex programs with the system integrator and service provider community
  • Proven track record of performance and pipeline generation
  • Proven track record of net new account penetration
  • Comfortable and accustomed to working remotely as part of a well aligned sales and technical team
  • Bachelor’s degree or equivalent industry experience.