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About ValGenesis
ValGenesis is a leading digital validation platform provider for life sciences companies. ValGenesis suite of products are used by 30 of the top 50 global pharmaceutical and biotech companies to achieve digital transformation, total compliance and manufacturing excellence/intelligence across their product lifecycle.
Learn more about working for ValGenesis, the de facto standard for paperless validation in Life Sciences: https://www.youtube.com/watch?v=tASq7Ld0JsQ
About the Role:
The Strategic Account Partner is part of the Global Sales organization and is responsible for driving revenue growth by managing and expanding Strategic accounts with our clients in the Life Sciences, Medical Devices, Diagnostics and other regulated industries.
The Strategic Account Partner role requires a strong focus on orchestrating activity to expand the current install-base, resulting in up-sell and cross-sell opportunities that deliver additional annual recurring SaaS revenue as well as professional services and training revenue.
The Strategic Account Partner will work closely with Customer Success and Marketing to network with and connect to key stakeholders across our global customer base to develop and buildlong-term client relationships.
Growth opportunities will be created by understanding the client business environment, establishing account and opportunity plans, prospecting, qualifying, and developing opportunities,and educating clients on ValGenesis’ product offerings and how they solve business problems for our customers. Revenue targets will be met and exceeded by utilizing strategic selling methods such as solution selling, challenger tactics, and close plans to meet and exceed revenue targets.
Responsibilities
- Developing and executing growth plans for all revenue streams in your named accounts.
- Focusing on Account Management and Growth strategies to maximize ValGenesis’ revenue and profitability by up-selling and cross-selling to existing clients, driving renewal revenue and ensuring client satisfaction.
- Establishing relationships with key customer stakeholders and understanding their pain points.
- Maintaining a thorough understanding of ValGenesis’ product offerings and unique value proposition to tailor messaging and presentations to meet the needs of different customers.
- Developing and executing sales plans and coordinating sales efforts to achieve up-sell and cross-sell objectives into existing customers.
- Collaborating with ValGenesis resources including Customer Success, Customer Advocates, Technical Sales, Professional Services, and the Executive Leadership Team in executing the company’s sales process and proposal development.
- Manage the entire sales cycle from early identification to contract close.
- Utilizing Strategic sales methodologies to create value for clients and add to the company’s capabilities and reputation.
- Assisting clients in developing the business case and value proposition for proposed solutions when necessary
- Supporting Life Sciences Industry marketing events for lead generation (industry trade shows, professional associations, etc.)and regional activities that customers participate in.
- Meeting or exceeding defined quotas through strategic account planning, networking and use of ValGenesis resources.
- Assisting in negotiation of contract terms and final closure activities.
- Being involved in kickoff meetings, major milestone meetings, and opportunistic participation where senior client decision makers are present.
- Managing and updating all customer information in the CRM system.
- Providing updates on pipeline and forecast during account reviews.
Requirements
- BA/BS Degree or equivalent business experience ideally in Engineering, Computer Science, or Business Administration.
- 5-7+ Years Selling Complex, Enterprise Software solutions, utilizing solution sales methodologies.
- Strong preference for experience selling into Regulated Industries /Life Sciences verticals.
- Demonstrated success selling into Fortune 500 companies.
- Proven track record of success in managing large, strategic client relationships.
- Highly motivated professional with excellent communication and interpersonal skills.
- Able to work independently in a fast-paced environment.
- Excellent presentation and negotiation skills.
- Travel as needed (expected 40% - 60%).
We’re on a Mission
In 2005, we disrupted the life sciences industry by introducing the world’s first digital validation lifecycle management system. ValGenesis VLMS® revolutionized compliance-based corporate validation activities and has remained the industry standard.
Today, we continue to push the boundaries of innovation ― enhancing and expanding our portfolio beyond validation with an end-to-end digital transformation platform. We combine our purpose-built systems with world-class consulting services to help every facet of GxP meet evolving regulations and quality expectations.
The Team You’ll Join
Our customers’ success is our success. We keep the customer experience centered in our decisions, from product to marketing to sales to services to support. Life sciences companies exist to improve humanity’s quality of life, and we honor that mission.
We work together. We communicate openly, support each other without reservation, and never hesitate to wear multiple hats to get the job done.
We think big. Innovation is the heart of ValGenesis. That spirit drives product development as well as personal growth. We never stop aiming upward.
We’re in it to win it. We’re on a path to becoming the number one intelligent validation platform in the market, and we won’t settle for anything less than being a market leader.
How We Work
ValGenesis is an equal-opportunity employer that makes employment decisions on the basis of merit. Our goal is to have the best-qualified people in every job. All qualified applicants will receive consideration for employment without regard to race, religion, sex, sexual orientation, gender identity, national origin, disability, or any other characteristics protected by local law.
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