Key Account Director, RWE

| Waltham
SHYFT was founded on a simple yet powerful idea – through powerful analytics find meaningful patterns in complex data that impacts and shapes the future of healthcare. Over the last decade our technology has played a critical part in changing how companies connect and visualize healthcare information. As a leader in this quickly evolving industry, a career at SHYFT offers countless ways to make an impact in a fast growing company.
The Key Account Director will play a fundamental role in achieving our revenue and bookings growth by selling into new accounts and expanding within existing accounts. You will work exclusively with select SHYFT customers and prospects, primarily within Top 50 pharmaceutical companies with the objective of selling our Real World Evidence (RWE) capabilities.

We are seeking a highly motivated sales professional with a proven track record of selling cloud based solutions and a history of delivering large-scale solutions to enterprise customers. The ideal candidate will have experience within RWE and will have a strong understanding of commercial and/or clinical business concepts for Life Science companies and the impact / benefits that can be achieved by leveraging RWE.

Responsibilities:

  • Development of strategic sales plan to effectively and efficiently penetrate or expand assigned accounts
  • Drive internal knowledge of the customer’s market strategy
  • Develop strong working knowledge of SHYFT’s products and market solutions and competitive differentiation
  • Aggressively prospect and generate new executive relationships within assigned accounts in conjunction with the primary sales professional for each account
  • Drive new and expansion business in order to exceed established quotas
  • Other duties as assigned

Skills and Qualifications:

  • A minimum of 5 years of quota carrying experience with a SaaS / Cloud-based application software company
  • A minimum of 3 years experience selling to commercial and/or clinical Life Sciences companies
  • Deep understanding of Real World Evidence strategies and concepts and their impact on commercial and clinical teams
  • Track record of consistently over-achieving quota
  • Ability to develop strong internal relationships and partner cross functionality to achieve account goals
  • Excellent verbal and written communication skills
  • Experience with formal sales methodologies ie: Challenger, TAS, MEDDIC, Value-based Selling, etc.
  • Experience with SPIN Selling techniques
  • Experience closing complex sales cycles in a consultative manner
  • Excellent organizational and time management skills
  • Self-motivating, able to assume responsibility and work autonomously in a professional manner
  • Bachelor’s Degree in the Life Sciences, Business or Computer Science preferred, or equivalent relevant experience

SHYFT Analytics is a full service solution company that delivers next-generation sales insights to the global life sciences industry. Our agile analytic solutions and services are re-defining the way commercial data drives brand performance. We are an innovation and service-driven organization with deep life sciences expertise, and our customers include large pharma, established and emerging biotech, and medical device companies. We are continually growing, and rewarding opportunities exist for exceptional individuals to join our high–quality team of experts. WE NOTE THAT THE ABOVE JOB POSTING IS NOT INTENDED TO BE A COMPREHENSIVE JOB DESCRIPTION. IT IS A BRIEF SUMMARY OF THE SALIENT FEATURES OF THE POSITION OFFERED. A COMPREHENSIVE JOB DESCRIPTION WILL BE PROVIDED SHOULD THE CANDIDATE RECEIVE A JOB OFFER FROM THE COMPANY.

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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 Benefits
Flex Work Hours
Generous PTO
Happy Hours
Health Benefits
Onsite Gym
Generous Parental Leave
Parking
Recreational Clubs
Some Meals Provided
Stocked Kitchen
Vision Benefits
Volunteering Opportunities
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