Key Account Director

| Greater Boston Area
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.
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
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 
Benefits
Competitive compensation
Employee stock program
Generous rewards program
Medical
Dental
Unlimited vacation policy
Holiday pay
Vision
401K
AD&D and Life Insurance
Company Outings/Social Events
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • .NETLanguages
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    • Microsoft SQL ServerDatabases
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    • 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

An Insider's view of SHYFT Analytics

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

How do you empower your team to be more creative?

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

What's the biggest problem your team is solving?

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

What are SHYFT Analytics Perks + Benefits

Health Insurance & Wellness Benefits
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Professional Development Benefits
Job Training & Conferences

Additional Perks + Benefits

We have plenty of perks , but it’s not what we want to be known for! We recently doubled our office space with an amazing build out. The office is now extremely open, comfortable, and collaborative. We built the SHYFT bar with 2 beers on draft, nitro cold brew and iced teas, multiple BEVI stations, snacks galore all day long, LeanBox, Lunch Delivery service, monthly happy hour on Moody St, SHYFT Holiday party, Summer/Golf Outing, and monthly cultural initiatives driven by our A-Team.

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