[Hiring] Strategic Account Manager @Sapio Sciences

Role Description

We’re looking for experienced commercial talent responsible for leading Sapio teams and activities to develop strategic partnerships with Contract Research Organizations (CROs), Contract Development and Manufacturing Organizations (CDMOs), pharma, and biotech by consultatively positioning Sapio solutions to solve critical business challenges. This role is focused on the CRO and CDMO industry, and ideal candidates will have a strong understanding of laboratory informatics offerings, the Contract Services market and operating model, and the Life Sciences market more broadly. This position is based in the United States and requires the candidate to be located on the East Coast.

• 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 value 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 customer goals.
• 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.

Qualifications

• 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.
• Self-motivated, goal-oriented, and consistent work approach.
• Self-disciplined. Able to work independently.
• Strong prioritization skills and excellent work ethic.
• Excellent verbal and written communication skills.
• Ability to succeed from remote, non-supervised locations.
• Must be based in the United States, with a strong preference for candidates located on the East Coast.
• Proactive and a good team player.
• Plan and execute responsibilities with minimal direction.
• Deliver Company presentations exceptionally.
• 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.
• Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.
• Be familiar with account-related legal documents.
• Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.

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.