Solutions Sales Executive

Overview

The Solutions Sales Executive is a key driver of USDM's growth, responsible for selling complex technology and compliance solutions to the world's leading life sciences organizations. This individual will leverage their deep industry knowledge and sophisticated solution-selling expertise to build and nurture strategic relationships with C-level executives. Acting as a trusted advisor, the Solutions Sales Executive will diagnose complex business challenges and architect tailored USDM solutions that address critical client needs in areas like regulatory compliance, quality assurance, and digital transformation.

Ultimately, this role is accountable for expanding USDM's footprint within strategic accounts and acquiring new logos, identifying both immediate and long-term opportunities to deliver value and exceed ambitious sales targets.

• Strategic Sales Leadership
  • Drive revenue growth by selling USDM's comprehensive portfolio of technology and compliance solutions including Cloud Assurance, AI enablement, validation services, and digital transformation offerings.
  • Develop and execute territory plans that generate pipeline opportunities at minimum 3x quota coverage.
  • Meet or exceed annual sales quotas through strategic account penetration and new business development
  • Lead complex sales cycles from initial discovery through contract negotiation and close.
  • Build and maintain executive-level relationships with Chief Information Officers, Chief Technology Officers, Chief Quality Officers, and other C-suite decision-makers.
  • Conduct executive briefings and boardroom presentations that demonstrate business value and strategic impact.
  • Navigate complex organizational structures to identify and engage multiple stakeholders and decision-makers.
  • Serve as a trusted advisor to senior executives on technology strategy, compliance requirements, and digital transformation initiatives.
• Solution Development and Consulting
  • Conduct comprehensive business needs assessments to understand client challenges, regulatory requirements, and strategic objectives.
  • Design and propose tailored solutions that address specific business problems using USDM's portfolio of services including GxP compliance, cloud validation, AI implementation, and quality automation.
  • Collaborate with technical teams and subject matter experts to develop compelling value propositions and solution architectures.
  • Lead solution demonstrations and proof-of-concept initiatives that showcase USDM's capabilities.
• Account Penetration and Growth
  • Identify expansion opportunities within existing accounts through white space analysis and relationship mapping.
  • Develop multi-threading strategies to build relationships across departments and business units.
  • Execute cross-selling and upselling initiatives to maximize customer lifetime value.
  • Partner with delivery teams to ensure successful solution implementation and customer satisfaction.
• Industry Expertise and Thought Leadership
  • Maintain deep understanding of life sciences industry trends, regulatory changes, and technology innovations.
  • Stay current on competitive landscape and differentiate USDM's unique value proposition.
  • Participate in industry conferences, events, and professional associations to build market presence.
  • Contribute to thought leadership content and customer success stories.

• 10+ years in complex B2B technology or solution sales, with a consistent record of exceeding multi-million dollar quotas. At least 5 of these years must be spent selling directly into the life sciences industry (biopharma, medical device, etc.).
• Deep fluency in the life sciences landscape, including GxP regulations, FDA/EMA compliance mandates, and core business processes from clinical development to quality and manufacturing. You understand the unique challenges our clients face with digital transformation, cloud adoption, and data integrity.
• Demonstrable experience engaging with and selling to C-level executives (CIO, CTO, Head of Quality, etc.). You possess the executive presence to act as a trusted advisor, leading strategic conversations that uncover latent needs and link technology solutions to core business value.
• Mastery of a formal solution selling methodology (e.g., Challenger Sale, MEDDIC, SPIN). You excel at navigating complex, multi-stakeholder sales cycles, conducting thorough discovery, and architecting tailored, high-value proposals.
• The ability to grasp and articulate complex technical concepts in clear, business-focused terms. Experience selling cloud-based solutions (SaaS/PaaS), compliance software, or regulatory/IT consulting services is highly preferred.

• Bachelor’s degree in Business Management, Technology, or related field.
• Master’s degree or MBA preferred.

The working conditions described here are representative of those that must be met by an employee to successfully perform the essential responsibilities and functions of the job, and are not meant to be all…