Account Manager

🕒 October 16

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

👻 Ghost score 12%

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Kneat Solutions

WebsiteLinkedInAll Job Openings

201 - 500 employees

🏥 Healthcare

💼 Consulting

🏭 Manufacturing

Healthcare • Consulting • Manufacturing

Kneat Solutions is a company that specializes in providing cutting-edge e-validation software designed to streamline and digitize validation processes across various industries, with a particular focus on the life sciences sector. Their software solutions are used globally by over 65,000 users, including 8 of the world's top 10 life sciences companies, to replace paper-based systems and ensure compliance with Good Manufacturing Practice. Kneat's platform supports a range of validation types including computer system validation, equipment validation, and process validation, helping industries achieve digital transformation and significant cost savings. Their technology has been notably utilized by Takeda, a leading biopharmaceutical company, to enhance efficiency and traceability in validation processes.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

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

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