Senior Account Executive, Life Sciences

Vor 5 Tagen

Berlin, Berlin, Deutschland Certara Vollzeit
Position Overview

Certara is seeking a Senior Account Executive for our Software division, focusing on expanding our footprint within Enterprise Life Sciences organizations across Northern Europe. The successful candidate will ideally be based in the United Kingdom and will operate remotely.

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

This role demands a proactive mindset, self-driven motivation, and the ability to collaborate effectively with team members both internally and externally. The ideal candidate will demonstrate a strong aptitude for complex sales and possess a genuine enthusiasm for driving sales growth through sophisticated sales methodologies and relationship-building with clients and prospects.

You will be responsible for devising, coordinating, and executing strategies aimed at increasing business within existing accounts while also identifying and capturing new opportunities in your territory. A significant emphasis will be placed on sourcing, developing, and closing new business deals, which is crucial for your success.

It is imperative to stay informed about organizational growth strategies related to the life sciences market and the target customer segments, as well as understanding how Certara can fulfill customer needs with our software solutions. Ultimately, you will be accountable for driving bookings and revenue growth through value creation for your clients.

Key Responsibilities

  • Establish and nurture multi-level relationships within your accounts, engaging with influencers at all levels, including C-suite executives.
  • Assess companies and contacts to identify key customer needs and challenges through thorough discovery and account qualification processes.
  • Drive sales by initiating new client relationships, generating leads, and following up on assigned opportunities.
  • Identify, profile, and actively pursue new clients within the life sciences sector.
  • Enhance sales by linking solutions to client needs and employing value-based approaches.
  • Create tailored client presentations and contribute to the RFP and proposal processes, developing winning strategies based on your understanding of customer requirements.
  • Collaborate with marketing to develop lead-generation strategies that will foster new revenue opportunities in your territory.
  • Engage in industry trade shows and conferences, facilitating client meetings and lead generation activities.
  • Maintain detailed records of communications and opportunity details to ensure a comprehensive history of interactions and future action items.
  • Utilize market insights and industry connections to expand the Software business in alignment with established commercial objectives.
  • 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).
  • Participate in weekly sales meetings, providing accurate updates and contributing to quarterly business reviews and other required sales activities.
Required Qualifications

  • 5-8+ years of proven experience in selling SaaS enterprise software solutions, ideally within the life sciences sector.
  • 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 prioritize and manage multiple tasks.
  • Ability to thrive in a dynamic, high-energy team environment.
  • Proficient in the MS Office suite (Excel, Word, PowerPoint).
  • Demonstrated history of high sales performance in a competitive market.
  • Fluent in English.

Certara is committed to making employment-related decisions based on merit, considering qualifications, skills, achievements, and performance. We ensure that all applicants and employees are treated fairly, without regard to personal characteristics protected by law.

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