Strategic Account Director

at  Company ArisGlobal

COMPANY DESCRIPTION

The mission of ArisGlobal is to empower life science organizations to deliver breakthroughs faster, more accurately, and with greater precision. ArisGlobal’s software, services, and technologies are essential to the delivery of life-saving medications. As an industry leader, ArisGlobal offers software as a service for Clinical Trials, Regulatory Affairs, Drug Safety, and Medical Affairs. Our products are utilized by 40 out of 50 major biopharmaceutical companies. Among our clients are four out of five of the world’s most advanced global pharmaceutical companies and nine government-health authorities, including the FDA, Health Canada, and the National Medical Products Administration.
ArisGlobal boasts a worldwide presence with offices located in Boston, Croatia, Slovenia, Tokyo, Shanghai, and India. At ArisGlobal, we are distinguished by the high caliber of our team and by our passion for creativity and innovation. We pride ourselves on our welcoming and supportive corporate culture, which is inclusive of all Team Members. Our challenging projects are complemented by flexible work locations and competitive salaries.

POSITION SUMMARY

ArisGlobal is seeking a motivated Strategic Account Director with entrepreneurial drive and outstanding sales experience. To be considered for this position you must have sold into Life Sciences ideally into R&D specifically. In addition to this experience, we are seeking someone who also has enterprise SaaS sales experience, selling to this audience, with deals that are larger than $1M.
You will be responsible for selling our SaaS products along with our related professional services to the R&D function of Life Sciences companies within a defined territory, guiding prospective clients through all phases of the sales cycle. You will build a pipeline by leveraging your personal network, fostering new relationships through independent outbound efforts, and by handling inbound leads generated by our Sales Development and Marketing teams.
We are seeking the best of the best in the industry and will guarantee success, the first year, for the right candidate.

YOUR EXPERIENCE

• Minimum of 3+ years proven (SaaS) account management BD & closing experience.
• Bachelor’s degree from an accredited four-year university.
• Experience selling SaaS products to mid-market to down-market types of customers.
• Knowledge of Life Sciences R&D function, processes, and technology.
• Proven track record achieving quota against assigned customer segments.
• Experience executing detailed product presentations and demos of software capabilities to C-level executives, VPs, directors, and marketing managers.
• Well-spoken and written, able to create compelling proposals to close complex deals.
• Experience running a full sales lifecycle, start to finish, to mid-market prospects.
• Scrappy, resourceful in utilizing internal resources to support sales cycle and close deals.
• Proficient using prospect insight tools LinkedIn Sales Navigator, Lead IQ, and Hubspot.
• Willingness to travel up to 30-40%.
• Excellent oral and written communication skills in English is a must.
• Proficient and effective pipeline development skills.
• Technical skills and ease with software solutions.
• Strong contract negotiation skills
• Effective time management and multi-tasking skills.
• Ability to work both independently and cohesively in a team environment.
• Highly professional and always delivers to the highest standard.
• Proficient with MS Office and SFDC

ArisGlobal is headquartered in Boston, Massachusetts with offices located in more than 9 countries around the world. Please check out our website/LinkedIn to find out more information about the organization and other available positions.

• ArisGlobal is an Equal Employment Opportunity Employer and considers all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, age, marital status, national origin, protected veteran status, disability, or any other legally protected class.

• Identifying opportunities within the assigned strategic accounts, building pipelines, and conducting effective, consultative meetings with the Customers to assess their needs for software solutions across core R&D processes.
• Work as a trusted advisor between ArisGlobal and the Customers.
• Managing the end-to-end sales process, from prospecting to deal closure.
• Strategizing, planning, and executing sales development activities with Marketing for the assigned accounts.
• Analyzing and relating customer issues/requirements to ArisGlobal solutions.
• Developing new and managing existing client relationships at all levels of the organization, especially with the decision makers, economic/user/IT buyers from the organization including C-level executives.
• Conducting sales presentations and representing the company at trade shows/exhibitions. Present the capabilities of ArisGlobal’s softwares and services in client meetings.
• Engaging with the broader ArisGlobal organization to prepare and submit effective demonstrations and proposals that highlight ArisGlobal’s value and differentiation.
• Updating and maintaining our CRM system regarding prospective clients and opportunities
• Travel as needed (Domestic & International).
• Strong communication and interpersonal skills, with the ability to build effective relationships at all levels of the client organization.
• Comprehensive understanding of the R&D process and technology solutions.
• Develop and execute sales strategies and plans against mid-market level customer segments.
• Effectively position our product and service offering.
• Drive and achieve consistent sales volume and deliver against substantial bookings targets.
• Develop your own pipeline by finding new business opportunities within assigned areas of customer segments.
• Manage a variety of leads, from SDR hand-offs to inbound requests, as well as opportunities from channel partners.
• Consistently prospect using sales tools and develop routines on social to connect with existing customers.
• Work with our team of SDRs, Product Marketing and Accounts team to drive lead generation and new business opportunities.
• Meet quarterly and annual revenue targets consistently.
• Manage perspective client relationships through all phases of the sales cycle.
• Provide a consultative solutions sales process to prospects.
• Conduct one-on-one and group sales presentations.
• Track customer information, forecasts, and reports.
• Plan and strategize marketing activities with the Marketing/Channel teams for end users and channels.