Account Manager

• Developing and implementing a territory sales plan associated with company’s sales targets
• Maintaining a consistent pipeline of prospects through networking, referrals, industry research, etc.
• Partnering with the pre-sales Product Specialist to provide informative product demonstrations tailored to specific prospect needs and workflows within CMC and related areas.
• 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
• Maintaining an understanding of our platform’s features, functionality, and technical architecture.
• Possessing or developing an understanding of and maintaining expertise in the scientific workflows within pharmaceutical and biotechnology manufacturing, particularly CMC and related software solutions (e.g., LIMS, ELN, MES, RIM).
• 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.
• 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.
• 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 to address client concerns or escalations in a timely and effective manner and collaborating with internal teams to find solutions.
• 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%).

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