Enterprise Account Manager - Data Sciences (EU)



Based in Philadelphia, Pinnacle 21 is a leader in clinical trial data software and services. Our vision is a clean data pipeline that ends in a successful regulatory submission. We're an established startup that builds software to streamline the drug approval process, bringing life-saving medicines to patients faster. Pinnacle 21 is a certified Great Place to Work, and we're looking for motivated talent. Come help us revolutionize clinical trials and streamline the drug approval process. 

Work that matters – When good drugs get delayed to the market, it’s not just money that’s wasted. Every day we save gives that many more patients longer, healthier lives.  

Work autonomously – Enjoy the freedom to develop your talents without being micromanaged. We’ll support you as you add to your skillset and grow to own multiple projects  

Global footprint – We serve a diverse community of users from around the world. Our software is the industry standard for preparing clinical trial data for regulatory submission. 


What you’ll be doing 

Pinnacle 21 is hiring an Enterprise Account Manager for our Software division in Data Sciences based in Europe. In this role, you will build and maintain a thorough understanding of Certara Data Science software products and services and work closely to manage and grow our existing business through our direct sales model, but also leveraging other Certara Divisions and Certara Software strategic partners. The role requires industry knowledge including competitive landscape, solution linkage, understanding and uncovering key requirements, in order to properly position our software solutions within your assigned accounts.

This role requires strong initiative, self-motivation and collaborative skills to work with other team members within and externally to Certara. The ideal candidate for this position will possess a strong complex sales aptitude and a willingness to grow sales utilizing complex sales methodologies and approaches.

You will develop, coordinate, and implement plans designed to increase existing business and create/capture new opportunities. You must be keenly aware of organizational growth initiatives related to the life science market and target customer segments, as well as Certara’s potential to meet customer needs with our software products and services. Ultimately, you are responsible for bookings and revenue growth through the use of value creation for your customers.

  • Establish multiple-level contacts within assigned accounts by presenting to, consulting with, and cultivating relationships at all influencers levels including the C-level executives.
  • Qualify companies and contacts to understand the customer’s key needs/challenges through identification, discovery, planning and account/customer qualifications.
  • Grow sales by successfully initiating client contacts, generate new leads, and follow up on assigned leads.
  • Identify, profile and aggressively pursue new clients in the life sciences industry.
  • Grow sales and follow-up leads into sales through professional key account management.
  • Develop client specific solutions presentations and contribute to the RFP response and proposal process, developing appropriate win strategies based on your knowledge of the client.
  • Work with marketing to formulate lead-generation plans that will lead to new revenue generation opportunities.
  • Participate in professional trade shows and clinical conferences, or the equivalent, (or as practically possible), setting up client meetings, exhibit coverage and lead generation.
  • Document communication/discussions and all opportunity details in SalesForce.com to ensure a tracked record of existing correspondence and/or future next steps required.
  • Utilize market knowledge and industry contacts to grow the Software business in line with agreed commercial goals. This will include pursuing new product opportunities, identifying new contacts and accounts, and broadening the range of business in existing accounts.
  • Meet/exceed sales quota on a monthly, quarterly, and annual basis.
  • Follow Certara processes and best practices for properly working Marketing Qualified Leads (MQLs)
  • Document all activities (phone and email outreach) within our Salesforce Lightning CRM

 

What we’re looking for 

Must

  • 5+ years as an account manager, preferably within the top 50 pharmaceutical companies and enterprise B2B SaaS industry
  • Excellent communication skills, both verbal and written
  • Understanding of the Clinical Trial Process and Data Sciences area
  • Attention to detail for capturing all sales interaction into Salesforce
  • Strong organizational skills with the ability to multi-task and set priorities
  • Ability to work in a high energy team environment
  • Able to fully utilize the MS Office suite (Excel/Word/PPT)
  • Proven track record of high level of sales performance in a competitive, dynamic market place.

Values

  • High degree of professionalism: Lives the values of transparency, authenticity, collaboration, respect and accountability
  • Has a “Growth Mindset”
  • Is a “Continuous Learner”


A bit about us  

As clinical trial data are collected and prepared for submission to a health authority, our platform ensures they comply with data standards and are ready for regulatory review. It's used by the FDA, Japan’s PMDA, and global biopharmaceutical sponsors and clinical research organizations to validate clinical trial data. We empower the life sciences industry to ensure clinical data quality or “fitness,” enabling fast and smooth marketing approvals. In fact, it's our platform that drives the FDA’s 21st Century Review Initiative.  

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