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Dotmatics
Dotmatics
501 – 1.000 Angajați
Sponsor pentru viza H1BAsistență medicalăConsultanțăLogistică
Dotmatics dezvoltă software de inteligență științifică bazat pe inteligență artificială pentru organizații care desfășoară activități de cercetare și descoperire multimodală. Platforma sa combină gestionarea datelor științifice, automatizarea fluxurilor de lucru, instrumente de colaborare și analize predictive pentru a-i ajuta pe cercetători să organizeze informații complexe, să adapteze procesele de laborator și să ia decizii mai bine fundamentate. Portofoliul de produse include soluții pentru bioinformatică, chimioinformatică și citometrie în flux, sprijinind activități din domenii precum descoperirea medicamentelor și știința materialelor.
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Associate Account Manager – Luma Renewals and Expansion | Dotmatics

Manage renewals and expansion opportunities across an assigned portfolio of Luma customers. Help scientific organizations address research and laboratory informatics needs with Dotmatics cloud software.

GBRegatul Unit
51.946 £ – 70.280 £ / an
HibridNormă întreagăJuniorNivel mediuNu este necesară o diplomăLimbă Obligatorie: germanăLimbă Obligatorie: englezăManager de contVânzări

Descriere

  • Manage account health, retention, and growth across an assigned Luma customer portfolio
  • Lead renewals for named accounts and close expansion opportunities with departments and smaller research teams
  • Work with Strategic Account Executives, Customer Success, and the wider sales organization
  • Pursue growth through new departments, additional seats, and related Luma products
  • Run the full sales cycle for small and mid-sized expansions, typically below $50K ARR
  • Assess customer needs, develop business cases, and present renewal and expansion proposals
  • Meet or exceed quarterly and annual retention and expansion targets
  • Coordinate with WW Renewals on renewal tracking, account health, stakeholder feedback, and risk accounts
  • Build relationships with researchers, laboratory managers, and departmental decision-makers
  • Understand workflows and scientific goals involving ELN, LIMS, cheminformatics, bioinformatics, and data visualization
  • Match Dotmatics solutions to research and data management requirements
  • Partner with Customer Success on onboarding and ongoing value realization
  • Manage renewals from the 120-day notice through contract completion
  • Forecast renewal risk and revenue while maintaining current account status views
  • Track account health indicators and address renewal risks
  • Negotiate renewal pricing, terms, and contract structures within approved parameters
  • Work with Customer Success to resolve adoption and satisfaction concerns
  • Assist Strategic Account Executives with named enterprise accounts
  • Partner with Presales on product demonstrations and technical discovery
  • Align account plans, customer communications, and opportunity progress with field sales
  • Keep CRM data accurate and report on renewals, pipeline activity, and account health
  • Build expertise in the Dotmatics Luma portfolio and follow research trends, laboratory informatics challenges, and competitors
  • Share market intelligence with Sales and Product teams
  • Join pipeline and renewal forecast reviews with sales leadership

Cerințe

  • At least four years of experience in inside sales, renewals, account management, or sales development
  • Experience in SaaS, life sciences, or technical software is preferred
  • A degree in life sciences, chemistry, biology, biochemistry, or a related scientific discipline may be held
  • Demonstrated success meeting or exceeding retention, renewal, or sales quotas
  • Understanding of complex sales processes
  • Ability to partner with Finance and RevOps on sales contract development
  • Strong discovery, negotiation, and consultative selling capabilities
  • Clear and effective written and verbal presentation skills
  • Experience with CRM platforms, preferably Salesforce, and sales engagement tools
  • Self-directed, organized, and effective at managing time
  • Comfort managing a high-volume renewal portfolio alongside expansion opportunities
  • Ability to collaborate effectively while independently handling renewal and sales work
  • Fluency in English and German
  • Experience managing or selling to research organizations, pharmaceutical companies, biotechnology companies, or academic institutions is beneficial
  • Knowledge of SaaS models, subscription renewals, and expansion-led growth is beneficial
  • Familiarity with scientific workflows and laboratory informatics, including ELN, LIMS, cheminformatics, bioinformatics, automation, and orchestration, is beneficial
  • Willingness to travel at least 30% for customer meetings, QBRs, and account management activities

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