Enterprise Account Manager, Life Sciences, Google Cloud UKI

About the job

The Google Cloud Life Sciences & Industrials team is where a unique convergence of strategic investment, technological differentiation and proven market success combine to serve our growing diversified customers.

As part of an entrepreneurial team in this rapidly growing business, you will help build the next generation of strategic Life Sciences customers for Google Cloud UKI. This is a new-business role focused on identifying, developing, and winning organizations where Google Cloud has limited or no established commercial relationship today.

You will work across a rapidly evolving Life Sciences ecosystem spanning biotechnology, pharmaceuticals, MedTech, diagnostics, clinical research, consumer health, animal health and Life Sciences manufacturing.

You will combine disciplined enterprise selling with curiosity for the industry, identifying high-potential organizations early, developing senior relationships from the ground up and helping customers understand how Google Cloud’s AI, data, infrastructure, security and productivity capabilities can address their most important business and scientific challenges.

This is an opportunity to help shape and grow a strategic market for Google Cloud rather than simply inherit an established portfolio.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

Responsibilities

• Identify and prioritize high-potential new Life Sciences customers across UKI, developing and executing account strategies to establish Google Cloud relationships where limited or no significant relationship exists today.
• Generate and develop new business opportunities by building relationships with senior business, technology and scientific stakeholders and connecting their strategic priorities to Google Cloud capabilities.
• Manage complex enterprise business cycles from initial engagement and opportunity creation through technical validation, commercial negotiation and customer acquisition.
• Develop a detailed understanding of customers’ business strategies, growth priorities, technology environments, scientific and operational challenges, and competitive landscapes.
• Build a qualified pipeline through proactive account development, executive engagement, industry relationships, partners and the wider Life Sciences ecosystem rather than relying primarily on inbound demand.

Qualifications

Minimum qualifications:

• Bachelor' s degree or equivalent practical experience.
• 7 years of experience in a sales role in the enterprise software or cloud space.
• Experience in sales in the healthcare and life sciences industry.
• Experience driving new business opportunities in greenfield territories.

Preferred qualifications:

• Experience working with customers across one or more areas of Life Sciences, including biotechnology, pharmaceuticals, MedTech, diagnostics, clinical research, Life Sciences manufacturing, consumer health or animal health.
• Understanding of how technology and data are used across areas such as research and development, drug discovery, clinical operations, manufacturing, supply chain or commercial functions within Life Sciences.
• Ability to work with technical specialists and customer technology leaders to understand existing environments, define transformation opportunities and build compelling business cases.
• Demonstrated track record of acquiring new enterprise customers and generating pipeline rather than primarily managing an established account portfolio.