At a glance
- Employment
- Full-time
- Workplace
- Remote
- Location
- Remote
About the role
- We are seeking a motivated and results-driven Strategic Account Executive to join our team.
- In this role, you will be responsible for driving new business within your territory, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account.
Responsibilities
- Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base.
- Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets.
- Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect.
- Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements.
- Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives.
- Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction.
- Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.
- Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.
Requirements
- Proven experience as an Account Executive, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & Line of business.
- Demonstrated ability to drive pipeline generation and manage complex sales cycles.
- Strong sales forecasting skills with a track record of meeting or exceeding targets.
- Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions.
- Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels.
- Dynamic communication, negotiation, and interpersonal skills.
- Self-motivated, with a strong drive to achieve and exceed goals.
- Ability to work independently as well as collaboratively in a team environment.
Preferred qualifications
- Familiarity with MEDDICC sales methodology is a plus but not required.
- Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required.
- Bachelor’s degree - life sciences major is preferred but not required.
Workplace
- #LI-Remote
- #BI-Remote
Skills
- Salesforce
- MEDDICC
- Command Of The Message
