Senior Account Executive, Life Sciences

vor 3 Wochen

Berlin, Berlin, Deutschland Certara Vollzeit
Position Overview

Certara is seeking a Senior Account Executive to enhance our Software division, concentrating on expanding our market presence among established clients in the life sciences sector across Northern Europe. The successful candidate will ideally be based in the United Kingdom and will work remotely.

In this position, you will cultivate a comprehensive understanding of Certara's software offerings and collaborate closely to foster and expand our current business through a direct sales approach, while also leveraging synergies with other divisions and strategic partners as necessary within your region. A solid grasp of the industry landscape, including competitive dynamics and key challenges, is essential for effectively positioning our software solutions within your designated accounts.

This role demands a proactive mindset, self-driven motivation, and strong collaborative abilities to engage with team members both internally and externally. The ideal candidate will demonstrate a robust aptitude for complex sales processes and a genuine enthusiasm for driving sales growth through relationship-building with clients and prospects in your assigned region.

You will be responsible for devising, coordinating, and executing strategies aimed at increasing revenue from existing accounts while also identifying and capturing new business opportunities. A significant emphasis will be placed on sourcing, developing, and finalizing new business deals as a cornerstone of your success.

It is crucial to stay informed about organizational growth strategies related to the life sciences market and target customer segments, as well as Certara's capacity to fulfill client needs with our software solutions. Ultimately, you will be accountable for achieving bookings and revenue growth through value creation for your clients.

Key Responsibilities

  • Establish and nurture multi-level relationships within your accounts, engaging with stakeholders at all levels, including C-suite executives.
  • Assess companies and contacts to discern the key needs and challenges of customers through thorough identification, discovery, planning, and account qualification.
  • Drive sales by effectively initiating new client interactions, generating leads, and following up on assigned opportunities.
  • Identify, profile, and actively pursue new clients within the life sciences sector.
  • Enhance sales and follow up on leads through solution-oriented approaches and value-based selling.
  • Create tailored client presentations and contribute to the proposal process, developing winning strategies based on your understanding of customer requirements and aligning Certara's software solutions with the value provided.
  • Collaborate with marketing to develop lead-generation strategies that will create new revenue opportunities in your territory.
  • Participate in industry trade shows and conferences, where feasible, to set up client meetings and engage in lead generation activities.
  • Maintain accurate documentation of communications and opportunity details to ensure a comprehensive record of interactions and necessary follow-up actions.
  • Utilize market insights and industry connections to expand the Software business in alignment with established commercial objectives, including pursuing new product opportunities and broadening existing account engagements.
  • Achieve or exceed sales targets on a monthly, quarterly, and annual basis.
  • Adhere to Certara's processes and best practices for managing Marketing Qualified Leads (MQLs).
  • Engage in weekly sales forecasting meetings, providing accurate updates as required, along with participation in quarterly business reviews and other necessary sales activities.
Required Qualifications

  • 5-8+ years of experience in successfully selling SaaS enterprise software solutions, preferably within the life sciences industry.
  • Bachelor's degree in a relevant field or an advanced business degree is preferred.
  • Exceptional verbal and written communication skills.
  • Strong attention to detail for accurately documenting all sales interactions in Salesforce.
  • Excellent organizational skills with the ability to manage multiple tasks and prioritize effectively.
  • Capacity to thrive in a high-energy team environment.
  • Proficiency in the MS Office suite (Excel, Word, PowerPoint).
  • Proven track record of achieving high sales performance in a competitive and dynamic marketplace.
  • Fluent in English.

Certara is committed to making employment-related decisions based on merit, considering qualifications, skills, achievements, and performance. We value diversity and treat all applicants and employees without regard to personal characteristics protected by law.

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