Strategic Account Manager

About the role

Experienced commercial talent responsible for leading Sapio teams and activities to develop strategic partnerships with pharma and biotech by consultatively positioning Sapio solutions to solve critical business challenges. Ideal candidates will have a strong understanding of laboratory informatics offerings and the Life Sciences market.

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.