Overview:
Certara is hiring an Enterprise Account Manager for our Software division focusing on driving growth for Certara’s existing solutions, managing a both named and a territory account list of Enterprise Life Sciences companies in Northern Europe. The ideal candidate will be located in the United Kingdom (working remote).
In this role, you will build and maintain a thorough understanding of Certara
software solutions and services and work closely to manage and grow our existing business through our direct sales model, but also leveraging other Certara Divisions and Certara Software strategic partners as needed within your territory. The role requires industry knowledge including competitive landscape, understanding key issues within the industry and uncovering key requirements, properly positioning our software solutions within your assigned accounts and territory.
This role requires strong initiative, self-motivation and collaborative skills to work with other team members within and externally to Certara. The ideal candidate for this position will possess a strong complex sales aptitude and a passion to grow sales utilizing complex sales methodologies and relationship building with customers and prospects in your assigned territory.
You will develop, coordinate, and implement plans designed to increase existing business in any named accounts and create/capture net new opportunities in your assigned territory. Heavy focus on finding, developing and closing of new business is the key to your success.
You must be keenly aware of organizational growth initiatives related to the life science market and target customer segments, as well as Certara’s potential to meet customer needs with our software solutions and services. Ultimately, you are responsible for bookings and revenue growth through the use of value creation for your customers.
Responsibilities:
- Establish multiple-level contacts within your accounts by presenting to, consulting with, and
cultivating relationships at all influencers levels including the C-level executives.
- Qualify companies and contacts to understand the customer’s key needs/challenges
through identification, discovery, planning and account/customer qualifications.
- Grow sales by successfully initiating new client contacts, generate new leads, and follow
up on assigned leads.
- Identify, profile and aggressively pursue new clients in the life sciences industry.
- Grow sales and follow-up on leads into through solutions linkage and value-based
approaches.
- Develop client specific solutions presentations and contribute to the RFP response and
proposal process, developing appropriate win strategies based on your knowledge of
the customer’s requirements and linking Certara Software solutions to the value (“pain
eliminated and gain produced”).
- Work with marketing to formulate lead-generation plans that will lead to new revenue
generation opportunities in your territory.
- Participate in professional trade shows and clinical conferences, or the equivalent, (or as
practically possible), setting up client meetings, exhibit coverage and lead generation
activities.
- Document communication/discussions and all opportunity details in SalesForce.com to
ensure a tracked record of existing correspondence and/or future next steps required.
- Utilize market knowledge and industry contacts to grow the Software business in line
with agreed commercial goals. This will include pursuing new product opportunities,
identifying new contacts and accounts, and broadening the range of business in existing
accounts if assigned.
- Meet/exceed sales quota on a monthly, quarterly, and annual basis.
- Follow Certara processes and best practices for properly working Marketing Qualified
Leads (MQLs).
- Participate in weekly sales (forecasting) meetings providing accurate updates as
directed; QBR’s and other sales meetings (and activities) as required.
Qualifications:
- 5-8+ years of experience effectively selling SaaS enterprise software solutions,
preferably in the life sciences industry.
- Bachelor’s degree (in a science related discipline helpful) or advanced business degree
preferred
- Excellent communication skills, both verbal and written
- Attention to detail for capturing all sales interaction into Salesforce
- Strong organizational skills with the ability to multi-task and set priorities
- Ability to work in a high energy team environment
- Able to fully utilize the MS Office suite (Excel/Word/PPT)
- Proven track record of high level of sales performance in a competitive, dynamic market
place.