Strategic Account Manager

What you'll be doing

• Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts.
• Meeting established sales quotas.
• Accurately forecast customer business commitments.
• Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and vale proposition of our products.
• Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs.
• Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives.
• Arrange meetings with sales prospects and deliver presentations conveying
• Communicate the customer's goals and represent the customer's requirements to Sapio colleagues.
• Manage creation of timely customer proposals and quotations as needed to secure business.
• Adhere to and manage the sales process while developing the strategy for key customers.
• Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure.
• Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients.
• Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities.

What we are looking for:

• Proven sales experience in life science/pharmaceutical or clinical industry, including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions.
• Proven ability and track record of achieving sales quotas.
• Ability to travel to global and regional customer accounts as required
• Proven ability to incept and cultivate high-calibre customer relationships
• Experienced with a CRM and professional adherence to company standards
• Self-motivated, goal-oriented, and consistent work approach.
• Self-disciplined. Able to work independently.
• Strong prioritization skills and excellent work ethic.
• Ability to succeed from remote, non-supervised locations.
• Deliver Company presentations exceptionally.
• Excellent verbal and written communication skills.
• Proactive and a good team player.
• Plan and execute responsibilities with minimal direction.
• Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports.
• Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution.
• Be familiar with account-related legal documents.
• Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues.

It's a bonus if you have the following:

• Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing.
• An appreciation for the AI landscape disrupting the current lab environment.
• Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software.
• Awareness of the competitive landscape and key differentiators
• AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work.

What we offer:

• A competitive salary and benefits package
• Flexibility to work remotely, with opportunities to travel
• A comprehensive onboarding and training programme
• Ongoing opportunities for professional growth and development
• A collaborative, inclusive and supportive work environment.