Strategic Account Manager

Sapio Sciences

2d • Remote

About The Position

Sapio Sciences is seeking an experienced Strategic Account Manager to lead teams and activities in developing strategic partnerships with Contract Research Organizations (CROs), Contract Development and Manufacturing Organizations (CDMOs), pharma, and biotech. The role involves consultatively positioning Sapio solutions to address critical business challenges. This position is specifically focused on the CRO and CDMO industry and requires a strong understanding of laboratory informatics offerings, the Contract Services market and operating model, and the broader Life Sciences market. The role is based in the United States and requires the candidate to be located on the East Coast.

Requirements

• 5+ years of accomplished sales experience in life sciences enterprise software sales with ideal experience engaging CRO and CDMO organizations and/or pharmaceutical industry including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions.
• Proven ability and track record of achieving sales quotas.
• Demonstrated knowledge of and experience working with CRO and CDMO, including their operating models, business drivers, and technology needs.
• Ability to travel to global and regional customer accounts as required
• Proven ability to incept and cultivate high-calibre customer relationships
• Experienced with a CRM and professional adherence to company standards
• Must be based in the United States, with a strong preference for candidates located on the East Coast.
• Excellent verbal and written communication skills.

Nice To Haves

• Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing.
• Existing network of relationships within the CRO industry and familiarity with contract services workflows and data management needs.
• Familiarity with the different CRO and CDMO segments (e.g. preclinical/toxicology, bioanalytical, central labs, bioprocessing, fill-finish, and sample and study lifecycles ) and how their needs and buying processes differ.
• An appreciation for the AI landscape disrupting the current lab environment.
• Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software.
• Awareness of the competitive landscape and key differentiators
• AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work.

Responsibilities

• Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.
• Meeting established sales quotas.
• Accurately forecast customer business commitments.
• Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and vale proposition of our products.
• Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives.
• Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs.
• Arrange meetings with sales prospects and deliver presentations conveying.
• Communicate the customer's goals and represent the customer's requirements to Sapio colleagues.
• Contribute to and help develop positioning for the Contract Services market using market and client knowledge.
• Manage creation of timely customer proposals and quotations as needed to secure business.
• Adhere to and manage the sales process while developing the strategy for key customers.
• Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure.
• Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients.
• Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities.
• Be familiar with account-related legal documents.
• Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.
• Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.
• Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports.
• Deliver Company presentations exceptionally.
• Plan and execute responsibilities with minimal direction.
• Proactive and a good team player.
• Ability to succeed from remote, non-supervised locations.
• Strong prioritization skills and excellent work ethic.
• Self-disciplined. Able to work independently.
• Self-motivated, goal-oriented, and consistent work approach.

Benefits

• A competitive salary and benefits package
• Flexibility to work remotely, with opportunities to travel
• A comprehensive onboarding and training programme
• Ongoing opportunities for professional growth and development
• A collaborative, inclusive and supportive work environment

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed