What do we need

We are seeking a motivated Strategic Account Executive to drive customer relationships across the EMEA region and expand the book of business in the Life Sciences vertical. You will be responsible for driving sales and managing the Top 20 Pharmaceutical and Chemical & Materials accounts. You will establish, develop and maintain positive business and customer relationships while promoting and selling Dotmatics' products to existing and prospective customers.

In this role you will get to: 

• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs
• Build & deliver comprehensive forecasting & reporting to leadership ensuring sales strategy remains in line with company OKRs (Organisational Key Results)
• Develop & execute on strategic account management plans for assigned accounts
• Develop targeted customer base and execute on leads & cold calls 
• Navigate complex customer cases and maximise cross team collaboration to meet customer needs
• Create action plans and/or collaborative assessment strategies for customer-facing accounts to expedite the closure of all transactions
• Work existing accounts to secure renewals and upsell and cross sell from our family of products 
• Partner with the business development teams on field accepted leads to drive new pipeline.
• Leverage network to drive C-level relationships  
• Keep abreast of best practices and promotional trends 
  
• Provide regular communications - acting as the  "Voice-of-the-Customer" to Product Management and R&D teams to help influence the Solution roadmap 
• Work to become a trusted advisor within the business vs. procurement only relationships 

We are looking for people who have a Bachelors degree or equivalent sales experience and 8+ years of experience in Enterprise software sales or equivalent/comparable experience. The ideal person will have experience acquiring and selling to enterprise level customers, navigating through sizable organizations with multiple buyers, using various sales methodologies and ability to maintain a 4x annual pipeline to drive a 45%+ conversion rate. You should also demonstrate the ability to conduct market analysis of assigned territory and supply leadership with reports on customer needs, challenges, interests and potential for expansion.

The key skills we are looking for in an ideal candidate are: 

• Software as Service (SaaS), vertical experience in the Life Science or Material Science
• Experience selling to large enterprises ($1B+ in sales) and/or Cloud and Service providers in multiple regions/countries
• Proven track record of selling deals larger than $1M in ACV 
• Sales Methods, ROI/TCO modelling and the complex sale in a multiple product environment 
• Maintaining pipelines via CRM (Salesforce an advantage) 
• Mentorship of other sales colleagues 

You may also have 

• Project management skills 
• Salesforce
• Additional language skills