Strategic Account Executive at IDBS in Newark, New Jersey

Job Description:

Bring more to life.

Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology?

At IDBS, one of Danaher's 15+ operating companies, our work saves lives-and we're all united by a shared commitment to innovate for tangible impact.

You'll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher's system of continuous improvement, you help turn ideas into impact - innovating at the speed of life.

IDBS helps BioPharma organizations unlock the potential of AI/ML to improve the lives of patients. As a trusted long-term partner to 80% of the top 20 global BioPharma companies, IDBS delivers powerful cloud software and services specifically designed to meet the evolving needs of the BioPharma sector.

IDBS, a Danaher company, leverages 35 years of scientific informatics expertise to help organizations design, execute and orchestrate processes, manage, contextualize and structure data and gain valuable insights throughout the product lifecycle, from R&D through manufacturing. Known for its signature IDBS E-WorkBook software, IDBS has extended its flexible, scalable solutions to the IDBS Polar and PIMS cloud platforms to help scientists make smarter decisions with assured confidence in both GxP and non-GxP environments. Learn about the Danaher Business System which makes everything possible.

The Strategic Account Executive will be responsible for driving customer acquisition through SaaS software bookings and ARR growth across a targeted portfolio of Biopharmaceutical, pharmaceutical and CRO/CDMO accounts.

The Strategic Account Executive will report into the Senior Director, Global Strategic Accounts, and will be responsible for collaborating with cross-functional teams to win SaaS business, helping some of the largest pharmaceutical and CRO/ CDMO organizations in the world, accelerate their critical milestones across the biopharma lifecycle from research to manufacturing.

This is a remote position, with preference for someone that is based on the East Coast. This position requires easy access and frequent travel to target accounts and customers in North America and EMEA, as well as the IDBS office in Boston (USA) and Woking (UK).

In this role you'll have the opportunity to:

• Forge executive relationships and deliver growth in IDBS's key customers and target accounts. Deliver world class commercial planning and execution, aligned to company strategy while maintaining rigor in daily management and reporting


• Drive in-person engagement with key stakeholders within existing and target accounts. Build relationships and influence strategy for both short term and long term growth


• Lead cross functional teams to win and expand customer accounts, acting as the visible owner of the account strategy and driving execution through SFDC


• Drive new logo acquisition and ARR expansion in portfolio of targeted top-tier accounts. Deliver accurate forecasting and on-time-delivery of new business bookings aligned to company business plans

The essential requirements of the job include:

• Proven track record of closing new enterprise SaaS deals (>$1M ARR)


• Typically has 8+ years of senior sales experience & can create opportunities and momentum in complex sales cycles (12-18-months)


• Proven track record of engaging C-Suite decision makers in consultative sales to close multi-million-dollar SaaS deals and influence customer strategy and decision making


• Demonstrable track record of delivering against annual, quarterly and monthly SaaS sales targets across a range of new-logo and cross-sell/ up-sell opportunities; proven ability to deliver both short-term results and build and execute mid-long term strategic plans


• Good understanding of the challenges and opportunities across the R&D or manufacturing lifecycle within the BioPharma and CDMO markets

Travel, Motor Vehicle Record & Physical/ Environmental Requirements

• 
  Ability to travel regularly to customer sites, approximately 50%.

It would be a plus if you also possess previous experience in:

• Pharmaceutical and life sciences sales experience


• Using the Challenger sales methodology to recruit and grow large strategic accounts


• Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering

IDBS, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it's a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at

Danaher Benefits Info
.

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for IDBS can provide.

The salary range for this role is $135,000-$155,000. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future.

This job is also eligible for bonus/incentive pay.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

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Join our winning team today. Together, we'll accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.

For more information, visit

www.danaher.com
.

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at applyassistance@danaher.com to request accommodation.

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