Senior Account Executive, BioPharma

🔥 3 minutes ago

🏄 California, Colorado, +2 more states – Remote

🏄 California – Remote ⛰️ Colorado – Remote 🗽 New York – Remote ☕ Washington – Remote

💵 $112k - $168k / year

⏰ Full Time

🟠 Senior

🧑‍💼 Account Executive

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Definitive Healthcare

WebsiteLinkedInAll Job Openings

501 - 1000 employees

💼 Consulting

📣 Marketing

📦 Logistics

💰 Private Equity Round on 2019-10

Consulting • Marketing • Logistics

Definitive Healthcare is a provider of healthcare commercial intelligence that transforms data, analytics, and expertise into actionable insights for various stakeholders within the healthcare industry. Through its SaaS platform, Definitive Healthcare assists clients in navigating the complex healthcare market by offering solutions related to go-to-market planning, product development, and sales optimization. The company specializes in healthcare data, market analytics, and custom reporting, catering to a range of clients including biopharma, medical devices, and healthcare providers. Definitive Healthcare has garnered recognition as a top workplace and leader in the Massachusetts business community.

📋 Description

• Own retention and expansion revenue for a portfolio of large, strategic BioPharma accounts • Build and lead Strategic Account Plans spanning multiple business units, products, and stakeholder groups • Develop and sustain executive relationships from end users to C-suite and senior commercial leaders • Advise clients on connecting healthcare commercial intelligence to go-to-market strategy and business outcomes • Resolve complex account situations, including at-risk renewals, competitive threats, budget compression, mergers, reorganizations, and adoption gaps • Identify and lead cross-sell and up-sell opportunities across divisions, therapeutic areas, and products • Lead renewal and expansion negotiations and close multi-year, multi-division agreements • Apply commercial judgment to pricing, margin, and contract structure • Lead cross-functional account teams with Solutions Consultants, Customer Success, Product, Legal, and Finance • Lead value engineering and ROI conversations and present results in executive business reviews • Share account insights and customer feedback with Customer Success, Marketing, and Product • Mentor and coach less-experienced Account Executives • Forecast opportunities and maintain pipeline hygiene in Salesforce • Use AI tools for account research, deal preparation, and productivity • Track industry trends and evolving client needs to identify opportunities

🎯 Requirements

• BA or BS degree • 10+ years of experience selling into or managing Strategic or Enterprise accounts • Substantial experience in data or consultative selling; healthcare data experience a plus • Documented, multi-year history of meeting or exceeding retention and expansion targets for large, strategic accounts • Strategic account planning and execution skills with enterprise, multi-stakeholder clients • Proven ability to solve ambiguous, high-stakes account situations and retain and grow at-risk relationships • Experience negotiating and closing multi-year, multi-division service contracts • Financial acumen, including pricing and margin trade-offs as part of negotiation strategy • Ability to work with and influence stakeholders from end users to C-level executives • Skilled at navigating complex organizations to identify and engage key decision-makers • Experience leading cross-functional account teams and influencing without authority • Exceptional written, verbal, interpersonal, and presentation skills with strong executive presence • Disciplined sales process • Experience mentoring or coaching less-experienced sellers • Passion for solving customer business problems • Willingness to travel approximately 40% of the time, including executive business reviews, industry events, and onsite customer visits • Experience selling into the Biopharma industry strongly preferred

🏖️ Benefits

• Company bonus or commission plan eligibility, depending on position • Medical coverage • Dental coverage • Vision coverage • Flexible paid time off • 401(k) plan with employer contribution • Comprehensive healthcare benefits • 401(k) match • Definitive Cares employee-driven program • Employee-led affinity groups • Opportunities to connect with colleagues and make a positive community impact

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