About The RoleWe are looking for a Territory Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.
What You'll Own- Sales & Revenue Generation
- Developing and implementing a territory sales plan aligned to our company's growth ambitions
- Maintaining a consistent pipeline of prospects through networking, referrals, industry research, etc.
- Partnering with Pre-Sales Product Specialists to provide comprehensive software demonstrations tailored to specific prospect needs and workflows within CMC and related areas.
- Collaborate closely with the Marketing team to discover and originate new opportunities, and create engaging thought leadership that sparks meaningful pipeline conversations and boost territory growth
- Developing detailed and persuasive responses to Requests for Proposals (RFPs) and Requests for Information (RFIs), highlighting our business value, solution strengths, and differentiation.
- Collaborating with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
- Growing the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing
- Solution Expertise:
- Maintaining an understanding of our platform's features, functionality, and technical architecture.
- Possessing and/or developing an understanding of and subsequently maintaining expertise in pharmaceutical and biotechnology development and manufacturing workflows; particularly CMC and related software solutions (e.g., LIMS, ELN, MES, RIM, ERP).
- Staying current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
- Articulating the value proposition of our platform in the context of customer-specific scientific and business challenges.
- Content and Tool Development:
- Contributing to the development of technical sales collateral, including demo scripts, presentations, FAQs, and technical documentation.
- Identifying opportunities to create reusable solutions, templates, and best practices for common customer use cases.
- Providing feedback to the Product and Engineering teams based on customer interactions and market insights.
- Customer Engagement and Relationship Building
- Building and maintaining strong relationships with key stakeholders within the client organizations, in particular business (PD, MSAT, tech ops), digital/IT and data leadership, and practitioners in pharmaceutical development, tech transfer, and manufacturing.
- Serving as the primary point of contact for clients, advocating for their needs and interests within the company.
- Developing account plans to identify opportunities for upselling or cross-selling additional licenses, products, or services and maximizing client lifetime value.
- Managing contract renewals and ensuring that clients continue to derive value from the company's offerings.
- Partnering with Customer Success and Professional Services to address client concerns or escalations in a timely and effective manner and collaborating with internal teams to find solutions.
- Travel and Industry Participation:
- Traveling to customer sites as needed for meetings, demonstrations, and technical workshops (30% of time).
- Attending industry conferences and events to stay informed about market trends and network with potential customers (20%).
Requirements- Strong network of executive leaders within the CMC, research, development, and manufacturing organizations of the Top 100 global pharma and biotech companies
- A minimum of 5 years relevant domain experience in pharmaceutical / biotech CMC, process development, and commercial manufacturing
- A minimum of 7 years management consulting experience within relevant domains above and/or leading technology transformations in the pharmaceutical industry
- Proven experience originating a large, steady sales pipeline through lead generation and/or network-driven sales
- Experience leading successful RFI/RFP responses, coordinating cross-functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond
- Experience implementing CMC or CMC-adjacent technology solutions in the pharmaceutical industry
- Strong executive communication skills and executive presence
- Creative thinking and problem-solving aptitude
- Degree in a scientific or engineering discipline
- Willingness to travel frequently in your territory
Benefits- Culture of teaching, learning, and teamwork.
- Compensation: competitive salary, sales incentive plan, personal stipend, equity opportunities
- Unlimited PTO: unlimited vacation policy + annual company-wide holiday shutdown is reflective of our family-first culture and to encourage a healthy work-life balance
- Company provided laptop: your choice of HP Windows or Macbook
