Benchling dezvoltă software în cloud pentru cercetare și dezvoltare științifică în domeniul științelor vieții. Platforma sa reunește caiete de laborator digitale, planificarea și înregistrarea experimentelor, funcționalități de gestionare a informațiilor de laborator, modele de date pentru biomolecule și automatizarea fluxurilor de lucru. Echipele pot conecta instrumente și alte programe, pot utiliza API-uri pentru dezvoltatori și pot apela la instrumente bazate pe inteligență artificială și la analize pentru a sprijini descoperirea, cercetarea preclinică și dezvoltarea proceselor. Benchling oferă și servicii de implementare, instruire și succes al clienților, pentru a ajuta organizațiile să adopte și să extindă cercetarea și dezvoltarea colaborativă în biotehnologie, biofarmaceutică, agrotehnologie și biotehnologie industrială.
Enterprise Account Executive, Illinois Remote
Sell Benchling’s AI platform for biotech research and development to major pharmaceutical accounts. Own pipeline generation, complex deals, renewals, forecasting, and executive relationships.
Descriere
- Grow new and renewal business across 1–3 designated top 50 global pharmaceutical accounts
- Build relationships with stakeholders in IT, science and R&D, and data science
- Generate 80% of pipeline by finding opportunities and engaging multiple personas with an SDR
- Maintain sales forecasts within +/- 10 of goal
- Present platform value through tailored presentations and proposals
- Negotiate agreements, address objections, navigate organizational complexity, and win new business
- Align Benchling solutions with account needs and business objectives
- Coordinate with marketing, product, customer success, GSIs, AWS, and other internal and external teams
- Track industry trends, competitors, and emerging technologies
- Manage sales using Pipeline Generation, Leading Indicators, 3 Why’s, and MEDDICC
- Develop champions among users, middle managers, and C-suite executives
- Keep Salesforce account and opportunity data accurate
- Complete a brief AI-focused interview exercise or discussion
Cerințe
- Bring proven experience selling to global enterprise or major accounts
- Have sold data management, workflow SaaS, or technology solutions to multiple IT and business stakeholders
- Show success generating pipeline and managing complex sales cycles with deals valued at seven figures or more
- Demonstrate accurate forecasting and a record of meeting or exceeding targets
- Have sold products or solutions outside established budgets
- Build persuasive business cases and influence purchasing decisions
- Work effectively with technical and business decision makers, including C-suite executives
- Bring strong communication, negotiation, and interpersonal skills
- Be self-directed and motivated to meet and exceed goals
- Work effectively both independently and with a team
- MEDDICC sales methodology experience is highly recommended
- Life sciences industry knowledge, including R&D or IT, is preferred but not required
- Currently live in or near the city applied to
- Have U.S. work authorization
Beneficii
- Equity
- Commission plan
- Health insurance
- Dental insurance
- Vision insurance
- 401(k) with employer match
- Wellness benefits
- Commuter benefits
- Comprehensive U.S. benefits program