QbDVision
About The Role
We are looking for a Territory Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.
What You'll Own
Sales & Revenue Generation:
Develop and implement a territory sales plan associated with company sales targets.
Maintain a consistent pipeline of prospects through networking, referrals, industry research, etc.
Partner with the pre‑sales Product Specialist to provide product demonstrations tailored to specific prospect needs within CMC and related areas.
Develop detailed and persuasive responses to RFPs and RFIs, highlighting our value, solution strengths and differentiation.
Collaborate with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
Grow the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing.
Solution Expertise:
Maintain an understanding of our platform’s features, functionality, and technical architecture.
Possess or develop expertise in scientific workflows within pharmaceutical and biotechnology manufacturing, particularly CMC and related software solutions (LIMS, ELN, MES, RIM).
Stay current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
Articulate the value proposition of our platform in the context of customer‑specific scientific and business challenges.
Content and Tool Development:
Contribute to technical sales collateral development, including demo scripts, presentations, FAQs, and documentation.
Identify opportunities to create reusable solutions, templates, and best practices for common customer use cases.
Provide feedback to Product and Engineering teams based on customer interactions and market insights.
Customer Engagement and Relationship Building:
Build and maintain strong relationships with key stakeholders within client organizations.
Serve as the primary point of contact for clients, advocating for their needs within the company.
Develop account plans to identify upsell or cross‑sell opportunities and maximize client lifetime value.
Manage contract renewals and ensure clients continue to derive value from our offerings.
Partner with Customer Success to address client concerns or escalations in a timely manner and collaborate across teams to find solutions.
Travel and Industry Participation:
Travel to customer sites as needed for meetings, demos, and technical workshops (≈30% of time).
Attend industry conferences and events to stay informed about market trends and network with potential customers (≈20% of time).
Requirements
Strong network of executive leaders within CMC, research, development, and manufacturing organizations of the top 100 global pharma and biotech companies.
Minimum 5 years relevant domain experience in pharmaceutical/biotech CMC, process development, and commercial manufacturing.
Minimum 7 years management consulting experience within relevant domains or leading technology transformations in the pharmaceutical industry.
Proven experience in originating a large, steady sales pipeline through lead generation and/or network‑driven sales.
Experience leading successful RFI/RFP responses, coordinating cross‑functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond.
Experience implementing CMC or CMC‑adjacent technology solutions in the pharmaceutical industry.
Strong executive communication skills and executive presence.
Creative thinking and problem‑solving aptitude.
Degree in a scientific or engineering discipline.
Willingness to travel frequently in your territory.
Benefits
Unlimited PTO and flexible work hours to prioritize employee well‑being.
Culture of teaching and learning – continuous growth opportunities.
Competitive compensation package with salary, equity, and bonuses reflecting performance.
Health insurance, disability, and mental health services.
Hybrid office model with options to work from home or our global offices (Austin, Boston, Dublin).
Professional stipends to support growth and success in role.
#J-18808-Ljbffr
What You'll Own
Sales & Revenue Generation:
Develop and implement a territory sales plan associated with company sales targets.
Maintain a consistent pipeline of prospects through networking, referrals, industry research, etc.
Partner with the pre‑sales Product Specialist to provide product demonstrations tailored to specific prospect needs within CMC and related areas.
Develop detailed and persuasive responses to RFPs and RFIs, highlighting our value, solution strengths and differentiation.
Collaborate with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows.
Grow the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing.
Solution Expertise:
Maintain an understanding of our platform’s features, functionality, and technical architecture.
Possess or develop expertise in scientific workflows within pharmaceutical and biotechnology manufacturing, particularly CMC and related software solutions (LIMS, ELN, MES, RIM).
Stay current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space.
Articulate the value proposition of our platform in the context of customer‑specific scientific and business challenges.
Content and Tool Development:
Contribute to technical sales collateral development, including demo scripts, presentations, FAQs, and documentation.
Identify opportunities to create reusable solutions, templates, and best practices for common customer use cases.
Provide feedback to Product and Engineering teams based on customer interactions and market insights.
Customer Engagement and Relationship Building:
Build and maintain strong relationships with key stakeholders within client organizations.
Serve as the primary point of contact for clients, advocating for their needs within the company.
Develop account plans to identify upsell or cross‑sell opportunities and maximize client lifetime value.
Manage contract renewals and ensure clients continue to derive value from our offerings.
Partner with Customer Success to address client concerns or escalations in a timely manner and collaborate across teams to find solutions.
Travel and Industry Participation:
Travel to customer sites as needed for meetings, demos, and technical workshops (≈30% of time).
Attend industry conferences and events to stay informed about market trends and network with potential customers (≈20% of time).
Requirements
Strong network of executive leaders within CMC, research, development, and manufacturing organizations of the top 100 global pharma and biotech companies.
Minimum 5 years relevant domain experience in pharmaceutical/biotech CMC, process development, and commercial manufacturing.
Minimum 7 years management consulting experience within relevant domains or leading technology transformations in the pharmaceutical industry.
Proven experience in originating a large, steady sales pipeline through lead generation and/or network‑driven sales.
Experience leading successful RFI/RFP responses, coordinating cross‑functionally to respond to inquiries spanning user requirements, commercial offer, professional services and beyond.
Experience implementing CMC or CMC‑adjacent technology solutions in the pharmaceutical industry.
Strong executive communication skills and executive presence.
Creative thinking and problem‑solving aptitude.
Degree in a scientific or engineering discipline.
Willingness to travel frequently in your territory.
Benefits
Unlimited PTO and flexible work hours to prioritize employee well‑being.
Culture of teaching and learning – continuous growth opportunities.
Competitive compensation package with salary, equity, and bonuses reflecting performance.
Health insurance, disability, and mental health services.
Hybrid office model with options to work from home or our global offices (Austin, Boston, Dublin).
Professional stipends to support growth and success in role.
#J-18808-Ljbffr