Responsibilities
Location(s) Boston, Massachusetts, Albany, New York, Annapolis, Maryland, Concord, New Hampshire, Harrisburg, Pennsylvania, Hartford, Connecticut, Montpelier, Vermont, Providence, Rhode Island, Trenton, New Jersey
Status Regular
Job ID REQ-052724
Job Responsibilities:
Drive customer relationships to expand the book of business with the Accounts assigned
Drive Professional Service Sales - expanding new site locations within the United States and extending services in existing sites
Build and execute account plan to drive increased revenue and margin
Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions
Maintain monthly and quarterly communication with the extended regional salesteam
Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer across the full PKI portfolio
Participate in Quarterly status or PMT (monthly) meetings with the customer
Lead and support renewal Enterprise business
Prepare Briefing Documents for each account for internal leadership reviews
Drive Voice-of-the-Customer feedback to OneSource Product Management and R&D teamsto impact the Portfolio roadmap
Draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments
Accountable for entering all opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.
Advance relationships with the business and customer leadership teams (C Suite)
Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within the Global Account
Work to become a trusted advisor within the business vs. Procurement only relationships
Basic Qualifications:
BS/BA and 5+ years' service sales or complex solution sales experience
Independent, self-motivated, competitive, high powered and polished experience with a Service organization
Ability to travel to assigned accounts
Preferred Qualifications:
Familiarity with science-based companies' workflows (R&D, Operations, etc) and the GxP environment is preferred. This requirement can also apply to science-based workflows in Food and Industrial.
Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer
Excellent written and oral communication skills, strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills
Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team
Experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers
Skill Set should include: Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment
Must work well in a team environment, with multiple resources
Knowledge of big data and how that data can be leveraged in a sales cycle is a plus
Knowledge of CRM tools like SFDC
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The annualcompensation range for this full-time position is $109,720.00 to $164,840.00. The final base pay offered to the successful candidate will be determined by factors including internal equity, work location, as well as individual qualifications, such as job-related skills, experience, and relevant education or training.
