Key skills
Cyber SecurityERPIoTCAIArtificial IntelligenceAgenticSaaSSalesforceCRMLeadershipResource PlanningSales
About this role
Role Overview
- Acquiring new customers in your assigned territory through the sale of software solutions and the related services for implementation
- Collaborate with Business Development Representatives to identify new opportunities and build pipeline
- Grow software license and services orders for assigned accounts through upsell and cross-sell motions
- Achieve or exceed annual order targets for new logo acquisition as well as upsell and cross-sell at existing accounts
- Manage the entire sales process including cross-functional coordination and reporting to leadership
- Manage pipeline, opportunities, and provide accurate forecasts leveraging the internal CRM system
- Help create and deliver customer-facing presentations
- Understand the customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
- Take a consultative approach to help identify the challenges and needs of the customer/prospect and propose value-add solutions
- Drive consistent results by effectively leveraging a sales team including sales engineers, client engagement managers, delivery team, product team, and strategy team
- Lead the development & execution of designated account plans and stakeholder mapping while addressing stakeholder priorities & pain points
- Optimize sales cycles, using value-based solution selling methodologies with focus on business case definition, ROI, and business outcomes
- Ability to travel up to 50%
- anywhere in the US
Requirements
- Minimum 5 years of experience in software sales, business development, and/or digital/technology consulting
- Minimum 3 years of experience selling enterprise software solutions to IT/Operations decision makers
- SaaS experience
- Experience in pursuing and landing new customers
- Must be a US Citizen due to contractual requirements
- Experience in the Pharmaceutical, Biologics, Cell & Gene Therapy, Medical Device, BioTech, Diagnostics, or similar industries
- Experience with Enterprise Software Solutions such as: Quality Management (QMS), Manufacturing Execution Systems (MES), Laboratory Information Systems (LIMS), Product Lifecycle Management (PLM), Cybersecurity, Warehouse Management (WMS), Enterprise Resource Planning (ERP), Industrial Internet of Things (IIoT), Digital Twin, Clinical Trials Management (CTMS), Regulatory Information Management (RIMS), or other similar solutions
- Experience selling or working with Artificial Intelligence solution/capabilities including generative and agentic AI
- Experience working with applications on the Salesforce platform
- Proven ability to engage C-level contacts for the purpose of solution selling, establishing relationships, articulating strategic vision, and closing deals with client’s business and IT and Operations leaders
- Experience with Challenger and/or MEDDIC sales methodologies
- Understanding of client buying and decision-making process; demonstrated ability to work effectively at all levels and influence key decision makers of the client organization
- Knowledge of integrated operations, functional architectures, financial models, and impact of technology, and able to translate business needs into functional requirements
- Strategic thinking and ability to drive sales performance improvement
- Experience working with and/or targeting SMB and Mid-Market organizations
Tech Stack
- Cyber Security
- ERP
- IoT
Benefits
- employer-subsidized Medical, Dental, Vision, and Life Insurance
- Short-Term and Long-Term Disability
- 401(k) match
- Flexible Spending Accounts
- Health Savings Accounts
- EAP and Educational Assistance
- Parental Leave
- Paid Time Off (for vacation, personal business, sick time, and parental leave)
- 12 Paid Holidays