Account Manager

🕒 5 dias atrás

🇺🇸 Estados Unidos – Remoto (EUA)

⏰ Tempo Integral

🟠 Sênior

🔴 Especialista

💰 Gerente de Contas

👻 Score fantasma 11%

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Kneat Solutions

SiteLinkedInTodas as Vagas

201 - 500 funcionários

🏥 Saúde

💼 Consultoria

🏭 Manufatura

Healthcare • Consulting • Manufacturing

A Kneat Solutions é uma empresa especializada em fornecer software de validação eletrônica (e-validation) de última geração, projetado para simplificar e digitalizar processos de validação em diversos setores, com foco especial no segmento de Ciências da Vida. Suas soluções de software são utilizadas globalmente por mais de 65. 000 usuários, incluindo 8 das 10 maiores empresas de Ciências da Vida do mundo, para substituir sistemas baseados em papel e assegurar conformidade com as Boas Práticas de Fabricação (GMP). A plataforma da Kneat suporta uma variedade de tipos de validação, incluindo Validação de Sistemas Computadorizados (CSV), Validação de Equipamentos e Validação de Processos, ajudando as indústrias a alcançar a transformação digital e economias significativas. Sua tecnologia tem sido utilizada, notadamente, pela Takeda, uma empresa biofarmacêutica líder, para aumentar a eficiência e a rastreabilidade nos processos de validação.

Descrição

• Protect, grow, and expand Kneat's strategic customer relationships • Manage a portfolio of assigned customer accounts and maximize expansion opportunities • Serve as the point of contact for existing customers and drive renewal and expansion sales opportunities • Develop new business with existing clients and identify areas of improvement to meet sales quotas • Collaborate with Customer Success to keep clients satisfied and engaged • Demonstrate baseline out-of-the-box technology • Conduct account-based activities such as business/account review meetings • Identify new contacts, sites, and expansion opportunities • Deliver web-based and/or face-to-face presentations demonstrating Kneat's value • Sell to VP and C-Suite executives and navigate multiple decision makers in complex organizations • Meet and exceed quarterly and annual sales quotas • Navigate procurement processes and drive customers to close • Prospect, conduct discoveries, and demonstrations • Track customer details, decision makers, timelines, hot-buttons, and qualifications in HubSpot CRM • Report weekly strategy, progress, and upcoming closure opportunities to the VP of Sales • Attend client networking events to build the Kneat network and customer rapport • Collaborate with sales development, product/engineering, Customer Success, Sales Engineering, Professional Services, Partners, and executive leadership

🎯 Requisitos

• 10+ years of B2B sales/account management experience, preferably selling SaaS or technology solutions into Life Sciences or similarly regulated industries • Proven track record of meeting and exceeding $1M+ annual sales quotas or equivalent enterprise expansion targets • Demonstrated success managing and expanding Enterprise and/or Strategic accounts • Experience selling to and building relationships with Director, VP, SVP, and C-Suite executives • Proven ability to develop strategic account plans identifying organizational priorities, whitespace, expansion opportunities, key stakeholders, risks, and actionable growth strategies • Strong ability to identify and create expansion opportunities • Demonstrated success driving multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders • Proven ability to establish and maintain executive sponsorship within strategic accounts • Experience orchestrating complex expansion cycles with internal SMEs, Sales Engineering, Customer Success, Professional Services, Partners, and executive leadership • Experience consistently applying a MEDDPICC/MEDDIC sales methodology • Strong ability to identify business drivers, quantify value, understand decision criteria/processes, establish compelling events, and maintain clear next steps • Proven experience conducting strategic, onsite Executive Business Reviews/QBRs • Strong business acumen and ability to adapt messaging to different levels of the customer organization • Highly disciplined in CRM management, account planning, forecasting, pipeline hygiene, and sales process execution • Comfortable leveraging AI and modern sales technologies • Willingness to be in front of customers regularly, including onsite meetings, executive business reviews, strategic account planning sessions, and industry events • All applicants must fulfill requirements necessary to obtain a background check

🏖️ Benefícios

• Competitive compensation • Comprehensive benefits package • Flexible work arrangements • Training and professional development • A fantastic culture, team, and energy