Job Overview:
A Senior Sales leader for the Certara Software business focusing on building and driving business growth throughout all countries (region/marketplace) in assigned GEO. Responsibilities will be to lead a group of high performing Global Account Manager’s (GAM’s), Enterprise Account Managers (EAM’s), Business Development reps (BDR’s), and or global strategic accounts manager’s (as assigned in GEO’s). Sales operations and marketing, which are co-managed (in a matrixed collaboration) and across the full suite of software and consulting services, leading key account planning and ownership, as well as partnering with key internal & external stakeholders to drive bookings (and resulting revenue) increase on a quarterly and annual basis. Meeting key monthly metrics is important as a driver in the overall business, as well as ensuring the GEO team is quarterly and annual goals.
As a part of the overall global Software Leadership team, the individual will work closely with other senior leaders across Certara (other Divisions) and other commercially focused teams, to identify net new business opportunities, as well as, growth in existing accounts. This will involve understanding the go-to-market software strategies, value propositions for both existing and new accounts in your GEO region. This individual will need to be able to lead and articulate vision and strategy to their entire team, each coming with life science domain expertise. The opportunity to grow in adjacent markets, closely related to LifeSciences and Healthcare industries.
This role requires strong initiative, self-motivation and coordination with other team members across multiple disciplines, Divisions and functions. The ideal candidate for this position will possess a strong focus on leading others, influencing at high levels, innovation, customer centricity and a growth mindset.
Principal Duties and Responsibilities:
- Utilize market knowledge and industry contacts to grow the Certara Software business.
- Lead a high functioning, enterprise software sales team producing double digit growth.
- Ensure adequate coverage responsibility for leading specific GEO, industry and account growth initiatives.
- Fully embrace and utilize The Complex Sales Methodology and its core philosophies, and ensuring the associated tools, activities, strategies etc. are being implemented throughout the organization.
- Successfully initiate client contacts, generate new leads, and follow up on assigned leads. Identify, profile and aggressively pursue new clients in the life sciences industry.
- Develop client specific presentations and contribute to the RFP response and proposal process, developing appropriate win strategies based on your knowledge of the client.
- Work cooperatively across global practice groups to provide strategic business development expertise and facilitate scientific and operational expert involvement as required to ensure that company's revenue and profitability goals are achieved. This position does involve team selling and collaborating on specific business unit priorities.
- Work alongside legal/contracting and finance staff as well as client procurement groups to contribute to the design and implementation of Master Service Agreements (MSAs), Master License Agreements and negotiate preferred provider agreements and volume pricing, and provide project-level contracting and business development support.
- Gather market intelligence as input to product management and product marketing to improve offerings and communication for local market needs.
- Organize and maintain proper sales and business development organization structure to support growth plans.
- Ability to effectively forecast with high degree of accuracy & manage sales budgets.
Education, Experience, Training, and Knowledge:
Master’s degree in a Health Science, Business, or an advanced business degree is preferred.- Proven record of growing a multi-channel business (partner, direct, services, software, value-add) in all countries throughout EMEA regions and can provide team references in multiple areas of GEO being recruited for.
- Highly “Culturally” adept (able to quickly adapt to new cultures, situations and expertly manage negotiations in multiple cultures)
- Have deep domain knowledge selling to process industries in general, but specifically a strong Life Sciences background is required.
- Have successfully sold ground breaking solutions such as AI/ML and Deep learning enterprise approaches.
- Minimum of 10 years’ experience leading a sales team in EMEA selling SaaS, enterprise software or other technical solutions is required Deep Understanding of enterprise software sales and the business implications of different models, including enterprise, SaaS/cloud.
- Proven track record with high growth commercial environment (e.g. experience with smaller, medium and large software company).
- Proven experience in complex selling of software and services offerings.
- Track records of closing multi-million dollar deals in within the last 3 years
- Have established business contacts with life science organizations at successfully led teams that sold to the executive levels for a minimum of 5-8 years.
- Have sold solutions into life science across all major domains from early discovery, all aspects of R&D, process development, to scale-up and manufacturing to RWE/HEOR and Market Access.
- Have sold solutions into secondary value-chain areas like clinical trial management and quality across the product life cycle a plus.
- Demonstrated experience of managing client relationships creating value on a strategic basis to the C-Levels within the top global pharma.
- Able to establish clear performance and development expectations and priorities for the team and help them achieve their goals and develop professionally.
- Excellent team building and team selling skills and collaboration with all levels of internal and client stakeholders.
- Proven track record of high level of sales performance in a competitive, dynamic market place.
- Consistent success in account development.
- Working knowledge of SalesForce.com and other sales/marketing software tools for managing a sales team against target metrics.
Skills & Abilities:
Set goals and consistently deliver against revenue objectives- Strategic thinker and ability to constructively challenge and influence the decision making process
- Able to develop a sound Go To Market, including executing on adopted sales strategies, methodologies and construct sales territories, allocated key accounts and partners in a logical fashion.
- Able to effectively translate overall strategies into actionable operational plans and assure implementation. Able to lead initiatives to completion.
- Work collaboratively with cross functional commercialization teams with a strong business orientation and ability to view issues from multiple functional perspectives.
- Able to operate in a team setting and be capable of building strong, trusting relationships with peers and their organizations.
- Possess well-developed interpersonal skills to maintain a close working relationships at multiple levels within an organization.
- Excellent written and verbal communication skills.
- Experienced and adept in a variety of negotiating settings.
- Superior project management skills.
- Strong analytical skills with a data-driven focus.
- Flexible and able to adapt to a rapidly changing environment.
- Self-motivated professional with ability to work with minimal supervision in a team environment
- High ethical standards and personal integrity.
OTHER INFORMATION: Multi-lingual Candidates Preferred
Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.
