Territory Account Manager

About The Role:

We are looking for a Territory Account Manager motivated to drive new customer growth and build relationships with a portfolio of existing global pharma and biotech customers to help further drive expansion and revenue growth.

• Sales & Revenue Generation
  • Developing and implementing a territory sales plan associated with company's sales targets
  • Maintaining a consistent pipeline of prospects through networking, referrals, industry research, etc
  • Partnering with Pre-Sales Product Specialists to provide informative product demonstrations tailored to specific prospect needs and workflows within CMC and related areas
  • Collaborate closely with the Marketing team to discover and originate new opportunities, and create engaging marketing materials that spark meaningful pipeline conversations and boost territory growth
  • Developing detailed and persuasive responses to Requests for Proposals (RFPs) and Requests for Information (RFIs), highlighting our business value, solution strengths, and differentiation
  • Collaborating with Product Specialists to understand prospect requirements and design optimal solution architectures that align with their scientific workflows
  • Growing the overall business and presence at named accounts, originating new engagements across pharmaceutical development and commercial manufacturing
• Solution Expertise:
  • Maintaining an understanding of our platform's features, functionality, and technical architecture
  • Possessing and/or developing an understanding of and subsequently maintaining expertise in pharmaceutical and biotechnology development and manufacturing workflows; particularly CMC and related software solutions (e.g., LIMS, ELN, MES, RIM, ERP)
  • Staying current on industry trends, emerging technologies, and the competitive landscape within the pharma/biotech SaaS space
  • Articulating the value proposition of our platform in the context of customer-specific scientific and business challenges
• Content and Tool Development:
  • Contributing to the development of technical sales collateral, including demo scripts, presentations, FAQs, and technical documentation
  • Identifying opportunities to create reusable solutions, templates, and best practices for common customer use cases
  • Providing feedback to the Product and Engineering teams based on customer interactions and market insights
• Customer Engagement and Relationship Building
  • Building and maintaining strong relationships with key stakeholders within the client organizations, in particular business (PD, MSAT, tech ops), digital/IT and data leadership, and practitioners in pharmaceutical development, tech transfer, and manufacturing
  • Serving as the primary point of contact for clients, advocating for their needs and interests within the company
  • Developing account plans to identify opportunities for upselling or cross-selling additional licenses, products, or services and maximizing client lifetime value
  • Managing contract renewals and ensuring that clients continue to derive value from the company's offerings
  • Partnering with Customer Success to address client concerns or escalations in a timely and effective manner and collaborating with internal teams to find solutions
• Travel and Industry Participation:
  • Traveling to customer sites as needed for meetings, demonstrations, and technical workshops (30% of time)
  • Attending industry conferences and events to stay informed about market trends and network with potential customers (20%)

• Strong network of executive leaders within the CMC, research, development, and manufacturing organizations of the Top 100 global pharma and biotech companies
• A minimum of 5 years relevant domain experience in pharmaceutical / biotech CMC, process development, and commercial manufacturing
• A minimum of…