Strategic Account Manager

Job description

**About Sapio Sciences** Sapio Sciences is on a mission to accelerate scientific drug discovery and high-throughput clinical and diagnostic services for our clients and partners. The Sapio team comprises expert and highly collaborative scientists, software developers, and professionals passionate about delivering a best-in-class lab informatics platform and industry-specific solutions. Sapio is one of the few software providers offering a truly unified, highly configurable lab informatics platform, along with a broad suite of purpose-built solutions. The Sapio platform makes it easy for scientists, laboratory professionals, and bio/bioinformatics professionals to streamline and manage their end-to-end laboratory operations, from instrument data integration to workflow and experiment setup to sample and materials management, data management, and scientific data analysis and reporting. **Working at Sapio** At Sapio, we’re not just building lab informatics solutions. We’re creating tools for scientists motivated to make the world a better place. We understand that lab informatics encompasses more than just managing data or connecting workflows. It’s about making life easier for scientists and accelerating scientific progress for everyone. Our platform delivers the levels of configurability, usability and insight that scientists have only ever dreamed of. We’re a team of scientists, developers, and innovators who question convention and stay focused on what matters most: advancing drug discovery science. We challenge the status quo and respond to the needs at the heart of science with robust solutions that are simple to use, effortless to evolve and downright easy to love. As part of the Sapio team, you’ll work in a collaborative and forward-thinking environment where your ideas are valued, your growth matters, and your work makes a difference. We’re proud to partner with leading labs around the world, from ambitious start-ups to global organizations, who trust Sapio to support discovery, development and diagnostics with industry-first science-aware solutions. **Position Summary:** We’re looking for experienced commercial talent responsible for leading Sapio teams and activities to develop strategic partnerships with Contract Research Organizations (CROs), Contract Development and Manufacturing Organizations (CDMOs), pharma, and biotech by consultatively positioning Sapio solutions to solve critical business challenges. This role is focused on the CRO and CDMO industry, and ideal candidates will have a strong understanding of laboratory informatics offerings, the Contract Services market and operating model, and the Life Sciences market more broadly. This position is based in the United States and requires the candidate to be located on the East Coast. **Essential Responsibilities include the following.** Other duties may be assigned. - Responsible for new and repeat sales of Sapio products and professional services to assigned prospects and accounts. - Meeting established sales quotas. - Accurately forecast customer business commitments. - Have a good working knowledge of Sapio’s products and professional service offerings and capabilities. Understand the features and benefits and vale proposition of our products. - Sell consultatively and make recommendations on the various Sapio product configuration choices and professional service alternatives. - Build relationships with prospects with the aim of ensuring they remain aware of Sapio’s direction and that Sapio stays aligned to their current and emerging needs. - Arrange meetings with sales prospects and deliver presentations conveying - Communicate the customer's goals and represent the customer's requirements to Sapio colleagues. - Contribute to and help develop positioning for the Contract Services market using market and client knowledge. - Manage creation of timely customer proposals and quotations as needed to secure business. - Adhere to and manage the sales process while developing the strategy for key customers. - Create Account Plans and Opportunities Plans that orchestrate Sapio activities from outbound campaigns to deal closure. - Collaborate with Customer Success Management to plan and execute to development of lasting partnerships with ideal Sapio clients. - Support lead generation activities including marketing campaigns, events, territory plan development and direct outbound activities. **Required Skills & Abilities:** - 5+ years of accomplished sales experience in life sciences enterprise software sales with ideal experience engaging CRO and CDMO organizations and/or pharmaceutical industry including traditional account management responsibilities, ideally with experience with LIMS/ELN solutions. - Proven ability and track record of achieving sales quotas. - Demonstrated knowledge of and experience working with CRO and CDMO, including their operating models, business drivers, and technology needs. - Ability to travel to global and regional customer accounts as required - Proven ability to incept and cultivate high-calibre customer relationships - Experienced with a CRM and professional adherence to company standards - Self-motivated, goal-oriented, and consistent work approach. - Self-disciplined. Able to work independently. - Strong prioritization skills and excellent work ethic. - Excellent verbal and written communication skills. - Ability to succeed from remote, non-supervised locations. - Must be based in the United States, with a strong preference for candidates located on the East Coast. - Proactive and a good team player. - Plan and execute responsibilities with minimal direction. - Deliver Company presentations exceptionally. - Maintain accurate records in Sapio’s CRM of regional sales and prospecting activities, including sales calls, presentations, closed sales, and follow-up activities, including regular management status and call reports. - Responsible for active, timely, visible, and ongoing customer communications and occasional conflict resolution. - Be familiar with account-related legal documents. - Monitor Sapio projects to maintain a continuous knowledge of project status in order to identify potential issues. **Beneficial Skills and Abilities** • Scientific domain understanding in areas across Discovery, Research, Development, Clinical and Manufacturing. • Existing network of relationships within the CRO industry and familiarity with contract services workflows and data management needs. • Familiarity with the different CRO and CDMO segments (e.g. preclinical/toxicology, bioanalytical, central labs, bioprocessing, fill-finish, and sample and study lifecycles ) and how their needs and buying processes differ. • An appreciation for the AI landscape disrupting the current lab environment. • Familiarity with Value Engineering frameworks and business case creation aligned with selling Enterprise software. • Awareness of the competitive landscape and key differentiators • AI skills in incorporating tooling to improve both the effectiveness and efficiency of their own and their team’s work. **What We Offer** - At Sapio Sciences, we recognize that our people are our greatest strength. That’s why we’re proud to offer: - A competitive salary and benefits package - Flexibility to work remotely, with opportunities to travel - A comprehensive onboarding and training programme - Ongoing opportunities for professional growth and development - A collaborative, inclusive and supportive work environment - Sapio Sciences is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. **Our People** At Sapio Sciences, our people are at the heart of everything we do. Our lab informatics solutions are powered not just by technology, but by a shared commitment to our core values—what we proudly call The Sapio Seven, aka EMBRACE: - **E**mbrace the future - **M**ake a difference - **B**e true partners - **R**emember why we’re here - **A**ct with empathy - **C**ommit to transparency - **E**xcel in quality These values shape how we work, how we grow, and how we deliver impact for our clients every day. **Reasonable Adjustments** We are committed to ensuring an inclusive and accessible recruitment process. If you require any reasonable adjustments, at any stage across the application, interview & assessment processes, then please let us know. We will work with you to support your needs in confidence. **Diversity, Equity & Inclusion** We do not discriminate based on race, colour, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, or any other status protected by law or regulation. We intend that all qualified applicants be given equal opportunity and that selection decisions are based on job-related factors. We are committed to creating a diverse and inclusive workplace and encourage applications from all qualified individuals.