Strategic Account Director

Date: Oct 22, 2021

Location: FL, US

Company: ArisGlobal

ArisGlobal is empowering life science organizations to deliver breakthroughs faster, accuratelyand with precision. This is paramount for the passage of lifesaving medications and products VIA clinical trials, using our software and technology. As an industry leader, ArisGlobal provides our SaaS leading technology and services to 40/50 top Bio-pharmaceutical corporations, 4/5 of the most advanced global pharmaceutical companies and nine government-health authorities, including the FDA, Health Canada and the NMPA, for example, around the world.

 

2021 has presented simultaneous developments in the global Drug Safety and Pharmacovigilance Software Market, projecting unfaltering growth through 2027. Effectively harnessed by prominent market drivers, ArisGlobal is named a “Key Player.” Located in Miami, New Jersey, Budapest, Dublin, Darmstadt, Rome, Tokyo, Shanghai, Bangalore, Mysore, our global presence is clear, and we are growing faster than ever.

 

Senior Account Director – Life Sciences, R&D, SaaS

ArisGlobal is seeking a motivated Senior Account Director with entrepreneurial drive and outstanding sales experience. As the Senior Account Director your primary function is to sell ArisGlobal SaaS products to new accounts within the Life Science industry. To be considered for this position you must have sold into Life Sciences (think: 'Big Pharma'), 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. 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.

 

As the Senior Account Director, you will be responsible for presenting ArisGlobal’s products and services to R&D business and technology leadership along with guiding prospective clients through all phases of the sales cycle. The successful candidate will be self-motivated, possess strong communication and interpersonal skills, and will be able to build effective relationships at all levels of the client organization.  You possess a comprehensive understanding of the R&D process and technology solutions surrounding them. You are adept at the discovery of unmet business needs and make the best decisions to support ArisGlobal's products and services.

 

Key responsibilities of the Senior Account Director are as follows:

  • Identifying prospects, building pipeline, and conducting effective, consultative meetings with prospects to assess their needs for software solutions across core R&D processes
  • Managing the end-to-end sales process, from prospecting to deal closure
  • Strategizing, planning, and executing sales development activities with Marketing
  • Analyzing and relating customer issues/requirements to ArisGlobal solutions
  • Developing new and managing existing client relationships at all levels of the organization
  • Conducting sales presentations and representing the company at trade shows/exhibitions
  • 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 U.S.).

 

You Will:

  • Develop and execute sales strategies and plans against mid-market level customer segments
  • Demo openture's platform to prospects, clearly differentiate and 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 new and existing customers
  • Deepen your knowledge of the sports marketing and social media, and develop confidence to offer expert advice
  • 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
  • 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
  • Call to establish new opportunities
  • Track customer information, forecasts, and reports
  • Develop and maintain prospect and customer list based on strategic marketing data and other sources for sales leads
  • Plan and strategize marketing activities with the Marketing/Channel teams for end users and channels

 

What You'll Need to Succeed:

  • Minimum of 5+ years proven (SaaS) hunting & closing experience
  • Experience selling SaaS products to mid-market to down-market types of customers
  • 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%
  • Startup experience is bonus

 

Education and Experience Required:

  • Bachelor’s degree from an accredited four-year university
  • 5+ years software sales experience, SaaS exposure preferred
  • Proven, consistent track record of achieving and exceeding sales goals
  • Knowledge of Life Sciences R&D function, processes, and technology
  • Excellent oral and written communications skills
  • 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

 

Perks & Benefits

ArisGlobal proudly offers an Impressive Package of Compensation and Benefits. The following benefits are available for fulltime employees in the United States. Other benefits may apply for employees in other countries. Some of these include:

  • 401(k) ADP: 3% match, first pay period
  • Cigna health, dental, vision: day one
  • Paid maternity + paternity leave
  • Tuition reimbursement
  • Employee referral program – cash bonus’
  • PTO + Holidays + extra days (20+ days year-one)
  • FSA + HSA's, Non-med insurances + Teladoc + pet insurance + theft protection + more…

ArisGlobal is headquartered in Miami, Florida, with offices located in more than 9 countries around the world. Please check out our website/LinkedIn Life page for 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.