Key Account Director

| Waltham
SHYFT Analytics is looking for talented, top performing account executives to join our sales team. The ideal candidate will have a proven sales track record of exceeding revenue targets, a history of prospecting, building and growing account/partner relationships and an ability to open new accounts. This is truly an exceptional opportunity for the selected candidate. He/She will have dramatic earning potential and be an integral part of the sales team. The company has a growth imperative, a best in class product offering and true market differentiators serving a market desperate for solutions.
 
The selected sales executive must have a demonstrable ability to prospect at enterprise accounts, grow revenue and foster relations with top 50 pharmaceutical companies. Further, the ideal candidate must follow enterprise solution selling techniques that focus on consultative selling processes vs. transactional selling processes.

Key Responsibilities:

  • Identify appropriate executive targets, mine relationships and aggressively prospect in emerging and enterprise Pharma
  • Engage new business partners in assigned market and create strategic partnerships that result in net-new sales opportunities
  • Develop strategic account plans with corresponding organization chart analysis to ensure SHYFT targets the right buyer persona
  • Engage biopharma customers – sales and commercial operations, data management, marketing analytics and market access analytics team leaders in consultative problem/solution discussions concerning the business impact of effective data integration, aggregation and visualization
  • Engage existing data integration partners for the purpose of delivering net-new sales opportunities 
  • Use market expertise to ask the right open-ended business questions that foster targeted solutions and long-term relationships
  • Manage the entire sales process – lead through opportunity to proposal to selection drawing upon internal expertise for guidance and thought leadership 
  • Vitally important to help guide biotech clients through the challenges of data management
  • Adhere to SHYFT Analytics core values
  • Consistent quarterly execution; meeting and exceeding sales quotas and the supportive steps in the sales process 
  • Consistent usage of Sandler, SPIN, Challenger, Solution and Customer Centric selling techniques

Position Requirements:

  • 5-7 years of B2B sales experience selling software as a solution services to the pharma industry
  • Documented track record of stellar sales performance
  • Experience working effectively with technical and commercial business stakeholders
  • Strong verbal and written communication skills
  • Accomplished in lead generation and prospecting activities on a consistent (daily) basis
  • Demonstrable experience with Sandler, SPIN, Challenger, Solution and Customer Centric selling techniques.
  • Experience with selling commercial life sciences solutions a plus
  • Ability to travel 25-50% of the time within the US
  • Bachelor’s Degree or higher
  • Ability to work in the US
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
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    • D3JSLibraries
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    • Ember.jsFrameworks
    • Microsoft SQL ServerDatabases
    • Google AnalyticsAnalytics
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS
    • SalesforceCRM
    • MarketoLead Gen

Location

SHYFT is located in the historic Watch Factory building in Waltham, MA. Short walk to the commuter rail, Moody St, and the Charles River running path
203 Crescent Street, Suite 203, Waltham, MA 02453

Insider's spotlight

What’s the vibe like in the office?

SHYFTers are guided by core values which ensure a safe, comfortable, energetic, collaborative and fun place to work. Everyone shares a company vision which we are all proud to uphold. At SHYFT, everyone is involved, heard and valued. There is mutual respect, trust, transparency and accountability which makes a feedback culture flourish.

Carmela

Product Engineering Manager

How do you collaborate with other teams in the company?

Early, often, and broadly! In order to fully understand what motivates our stakeholders, marketers have to rely on frequent and close collaboration with the various internal teams that interface with them on a daily basis – from Product, to Customer Success, to Sales, and beyond. Without collaboration, Marketing would be a ship without a rudder!

Kent

Director, Product Marketing

How has your career grown since starting at the company?

One of the best aspects of being a SHYFT employee is having the flexibility to try different things and choose your growth area. In my 1.5 years here I was not only able to participate in projects and flex skills I have not used before, I also had the chance to solve challenges in product, sales, and contracting. SHYFT has invested in my growth.

James

Senior Business Analyst

Creativity blossoms where there is no fear of failure. Failure is a fundamental part of the creative process – it is the only way to learn, adapt and ultimately, succeed. Fear of failure shackles our thinking in unconventional ways. Eliminating fear frees us to investigate ideas that we would otherwise deem improbable – and makes them possible.

Priya

Chief Product Officer

My team is currently focused on building the next gen of SHYFTs’ largest application. Its an all hands on deck initiative with lots of challenges, but its rewarding to see the vision come to reality.

Were motivated to be building something great, something that we all contributed to formulating. We saw ways to improve what existed, so we did!

Adam

Senior Software Engineer

Perks of working here

401(K) Matching
401(K)
Beer on Tap
Casual Dress
Company Equity
Company Outings
Conferences & Training
Dental
Flex Work Hours
Generous PTO
Happy Hours
Health Benefits
Onsite Gym
Generous Parental Leave
Parking
Recreational Clubs
Some Meals Provided
Stocked Kitchen
Vision
Volunteering Opportunities
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