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Open nowPosted 13 days ago

Strategic Account Manager - US

Workable (global search)108,016 open roles

Where
United States
Work mode
Remote
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Your applicationOpen nowStrategic Account Manager - USWorkable (global search) · United States

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The clock on this job

Early applications get read.

7.9% of postings close within 7 days. Measured by our own scanner across the market. Workable (global search) postings stay open a median of 7 days.

Share of postings closed within
  1. 1.6%1 day
  2. 3.6%3 days
  3. 7.9%7 days
  4. 14.9%14 days
  5. 34.0%30 days
This job: posted 13 days ago

Workable (global search) median: 7 days open

The posting

About The Role

We are looking for a Strategic 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
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