Account Partner - Veeva Ostro

Veeva Systems•California - Los Angeles, CA

12d•Remote

About The Position

Veeva Systems is seeking a results-driven Account Partner for its Veeva Ostro Sales team. The role drives new business acquisition and revenue growth across pharmaceutical and life sciences companies by selling Ostro’s AI-powered digital engagement solutions, including Ostro Sites for healthcare professionals and patients, and Ostro Email. The Account Partner owns the sales process from prospecting and opportunity development through negotiation and close, engaging pharmaceutical brand marketers and senior commercial leaders to translate business challenges into solutions and build lasting customer partnerships. The position calls for a self-starting, collaborative sales professional with a strong sense of ownership and persistence in a fast-growing business. The Account Partner works across internal teams to support successful launches, customer satisfaction, renewals, and long-term growth. Veeva is a public benefit corporation and a Work Anywhere company, supporting work from home or the office. Regular travel for customer meetings, conferences, industry events, and relationship development is expected; travel may exceed 50% during certain periods depending on territory and business needs, and may include occasional evening activities.

Requirements

At least 7 years of experience in SaaS, technology, digital marketing, media, data/analytics, or related solutions, with a demonstrated record of achieving or exceeding sales quotas and generating new business.
Experience independently identifying target accounts, initiating executive-level conversations, building qualified pipeline, and advancing opportunities from first contact through close.
Understanding of pharmaceutical commercial organizations, including brand marketing, digital and omnichannel engagement, and the needs of HCP and patient audiences.
Ability to quickly learn the pharmaceutical business and its unique commercial environment.
Ability to uncover customer needs, understand business objectives, and translate complex technology into compelling value propositions, differentiated solutions, and measurable business outcomes.
Proven ability to build trusted relationships with senior stakeholders, navigate complex organizations, engage multiple decision-makers, and develop customer champions.
Confidence addressing competitive alternatives, overcoming objections, navigating procurement processes, and negotiating and closing complex sales opportunities.
Understanding of digital marketing, web experiences, media, or marketing technology, and the ability to discuss how technology can improve customer engagement and business performance.
Highly motivated, organized, and disciplined, with ownership of sales results, pipeline health, forecasting accuracy, and CRM hygiene.
Curious, resourceful, and comfortable operating in a fast-growing business where priorities, products, and market opportunities evolve.
Team-oriented approach, with the ability to share knowledge, work across functions, contribute to collective success, and maintain individual accountability.
Able and willing to travel regularly, including travel that may exceed 50% during certain periods and occasional evening activities.
Bachelor’s degree required.

Nice To Haves

Direct experience with conversational AI or AI-powered life sciences products.
Familiarity with the Veeva Commercial Cloud ecosystem.

Responsibilities

Own a sales quota and achieve or exceed revenue targets through new customer acquisition and expansion of existing accounts.
Identify, prospect, qualify, and develop new opportunities through outbound outreach, networking, referrals, industry events, and strategic account planning.
Lead discovery, presentations, product demonstrations, business-case development, stakeholder alignment, negotiation, and deal closure.
Build trusted relationships with pharmaceutical brand marketers, digital and omnichannel marketing leaders, commercial executives, and other decision-makers.
Understand customer objectives and demonstrate how Ostro’s AI-powered solutions can improve HCP and patient digital experiences, content discovery, and engagement.
Develop account strategies, identify champions and decision-makers, build stakeholder consensus, and navigate procurement and customer approval processes.
Communicate Ostro’s value proposition, competitive advantages, and business impact; address objections and competitive alternatives.
Identify cross-sell and upsell opportunities across brands, products, and customer organizations.
Partner with Solutions Engineering, Client Services, Implementation, and other internal teams to support launches, customer satisfaction, renewals, and long-term growth.
Maintain accurate and current pipeline forecasts, account plans, CRM activity, and opportunity records.
Monitor pharmaceutical marketing trends, customer priorities, competitive developments, and emerging AI capabilities to inform sales strategies.
Travel for customer meetings, conferences, industry events, and relationship development, including occasional evening activities.