Acquiring new customers in your assigned territory through the sale of software solutions and the related services for implementation
Collaborate with Business Development Representatives to identify new opportunities and build pipeline
Grow software license and services orders for assigned accounts through upsell and cross-sell motions
Achieve or exceed annual order targets for new logo acquisition as well as upsell and cross-sell at existing accounts
Manage the entire sales process including cross-functional coordination and reporting to leadership
Manage pipeline, opportunities, and provide accurate forecasts leveraging the internal CRM system
Help create and deliver customer-facing presentations
Understand the customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
Take a consultative approach to help identify the challenges and needs of the customer/prospect and propose value-add solutions
Drive consistent results by effectively leveraging a sales team including sales engineers, client engagement managers, delivery team, product team, and strategy team
Lead the development & execution of designated account plans and stakeholder mapping while addressing stakeholder priorities & pain points
Optimize sales cycles, using value-based solution selling methodologies with focus on business case definition, ROI, and business outcomes
Ability to travel up to 50%- anywhere in the US

Requirements

Minimum 5 years of experience in software sales, business development, and/or digital/technology consulting
Minimum 3 years of experience selling enterprise software solutions to IT/Operations decision makers
SaaS experience
Experience in pursuing and landing new customers
Must be a US Citizen due to contractual requirements
Experience in the Pharmaceutical, Biologics, Cell & Gene Therapy, Medical Device, BioTech, Diagnostics, or similar industries
Experience with Enterprise Software Solutions such as: Quality Management (QMS), Manufacturing Execution Systems (MES), Laboratory Information Systems (LIMS), Product Lifecycle Management (PLM), Cybersecurity, Warehouse Management (WMS), Enterprise Resource Planning (ERP), Industrial Internet of Things (IIoT), Digital Twin, Clinical Trials Management (CTMS), Regulatory Information Management (RIMS), or other similar solutions
Experience selling or working with Artificial Intelligence solution/capabilities including generative and agentic AI
Experience working with applications on the Salesforce platform
Proven ability to engage C-level contacts for the purpose of solution selling, establishing relationships, articulating strategic vision, and closing deals with client’s business and IT and Operations leaders
Experience with Challenger and/or MEDDIC sales methodologies
Understanding of client buying and decision-making process; demonstrated ability to work effectively at all levels and influence key decision makers of the client organization
Knowledge of integrated operations, functional architectures, financial models, and impact of technology, and able to translate business needs into functional requirements
Strategic thinking and ability to drive sales performance improvement
Experience working with and/or targeting SMB and Mid-Market organizations

Benefits

employer-subsidized Medical, Dental, Vision, and Life Insurance
Short-Term and Long-Term Disability
401(k) match
Flexible Spending Accounts
Health Savings Accounts
EAP and Educational Assistance
Parental Leave
Paid Time Off (for vacation, personal business, sick time, and parental leave)
12 Paid Holidays

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

software salesbusiness developmentdigital consultingSaaSenterprise software solutionsQuality Management Systems (QMS)Manufacturing Execution Systems (MES)Laboratory Information Systems (LIMS)Product Lifecycle Management (PLM)Artificial Intelligence

Soft Skills

consultative approachstrategic thinkingrelationship buildinginfluencing decision makerscross-functional coordinationpresentation skillspipeline managementsales performance improvementstakeholder mappingvalue-based solution selling