Sr Sales Representative, Mid-Market
You will report directly to our Director of Sales, North America, Mid-Market and you’ll work remotely. Are you ready to help us make the future? The successful candidate will have experience and a proven track record in selling enterprise software solutions to the Life Sciences industry, partnering with key stakeholders (both customers & new prospects). You will be driven to achieve exceptional business growth through a mix of expanding existing customers and acquiring new customers. You must be technically savvy, have a high level of business acumen, and take a consultative approach to create and communicate innovative solutions that deliver quantifiable results to clients.
Responsibilities
KEY RESPONSIBILITIES:
- Acquiring new customers in your assigned territory through the sale of software solutions and the related services for implementation
- Collaborate with Business Development Representatives to identify new opportunities and build pipeline
- Grow software license and services orders for assigned accounts through upsell and cross-sell motions
- Achieve or exceed annual order targets for new logo acquisition as well as upsell and cross-sell at existing accounts
- Manage the entire sales process including cross-functional coordination and reporting to leadership
- Manage pipeline, opportunities, and provide accurate forecasts leveraging the internal CRM system
- Help create and deliver customer-facing presentations
- Understand the customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape
- Take a consultative approach to help identify the challenges and needs of the customer/prospect and propose value-add solutions
- Drive consistent results by effectively leveraging a sales team including sales engineers, client engagement managers, delivery team, product team, and strategy team
- Lead the development & execution of designated account plans and stakeholder mapping while addressing stakeholder priorities & pain points
- Optimize sales cycles, using value-based solution selling methodologies with focus on business case definition, ROI, and business outcomes
- Ability to travel up to 50%- anywhere in the US
Qualifications
MUST HAVE:
- Minimum 5 years of experience in software sales, business development, and/or digital/technology consulting
- Minimum 3 years of experience selling enterprise software solutions to IT/Operations decision makers
- SaaS experience
- Experience in pursuing and landing new customers
- Must be a US Citizen due to contractual requirements
WE VALUE:
- Experience in the Pharmaceutical, Biologics, Cell & Gene Therapy, Medical Device, BioTech, Diagnostics, or similar industries
- Experience with Enterprise Software Solutions such as: Quality Management (QMS), Manufacturing Execution Systems (MES), Laboratory Information Systems (LIMS), Product Lifecycle Management (PLM), Cybersecurity, Warehouse Management (WMS), Enterprise Resource Planning (ERP), Industrial Internet of Things (IIoT), Digital Twin, Clinical Trials Management (CTMS), Regulatory Information Management (RIMS), or other similar solutions
- Experience selling or working with Artificial Intelligence solution/capabilities including generative and agentic AI
- Experience working with applications on the Salesforce platform
- Proven ability to engage C-level contacts for the purpose of solution selling,
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