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QbDVision is seeking a Strategic Account Manager to drive new customer growth and expand relationships with a portfolio of global pharma and biotech customers. This is a territory-based sales role focused on revenue generation, solution expertise, and customer relationship management within the pharmaceutical and biotech software space.
Key Responsibilities:
Sales & Revenue Generation: Develop and implement a territory sales plan aligned with company growth objectives. Build and maintain a consistent pipeline of prospects through networking, referrals, and industry research. Partner with Pre-Sales Product Specialists to deliver tailored software demonstrations for CMC (Chemistry, Manufacturing, and Controls) and related workflows. Collaborate with Marketing to originate new opportunities and create thought leadership content. Develop detailed RFP/RFI responses highlighting business value and solution differentiation. Design optimal solution architectures aligned with customer scientific workflows. Originate new engagements across pharmaceutical development and commercial manufacturing at named accounts.
Solution Expertise: Maintain deep understanding of the platform's features, functionality, and technical architecture. Develop expertise in pharmaceutical and biotech development and manufacturing workflows, particularly CMC and related software solutions (LIMS, ELN, MES, RIM, ERP). Stay current on industry trends, emerging technologies, and competitive landscape in pharma/biotech SaaS. Articulate value proposition in context of customer-specific scientific and business challenges.
Content & Tool Development: Contribute to technical sales collateral including demo scripts, presentations, FAQs, and documentation. Identify opportunities to create reusable solutions, templates, and best practices. Provide feedback to Product and Engineering teams based on customer interactions and market insights.
Customer Engagement: Build strong relationships with key stakeholders (business, digital/IT, data leadership, practitioners). Serve as primary point of contact, advocating for client needs. Develop account plans for upselling and cross-selling opportunities. Manage contract renewals. Partner with Customer Success and Professional Services on escalations.
Travel & Industry Participation: Travel to customer sites (30% of time) for meetings, demonstrations, and workshops. Attend industry conferences and events (20%) to stay informed and network.
Requirements:
- Strong network of executive leaders within CMC, research, development, and manufacturing at Top 100 global pharma and biotech companies
- Minimum 5 years relevant domain experience in pharmaceutical/biotech CMC, process development, and commercial manufacturing
- Minimum 7 years management consulting experience in relevant domains and/or leading technology transformations in pharmaceutical industry
- Proven experience originating large, steady sales pipeline through lead generation and network-driven sales
- Experience leading successful RFI/RFP responses with cross-functional coordination
- Experience implementing CMC or CMC-adjacent technology solutions in pharmaceutical industry
- Strong executive communication skills and executive presence
- Creative thinking and problem-solving aptitude
- Degree in scientific or engineering discipline
- Willingness to travel frequently in territory
