Remote Major Account Manager

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Benchling

πŸ“Remote - United States

Job highlights

Summary

Join our team as a Major Account Manager and drive new business into different lines of business within your designated 1-2 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.

Requirements

  • Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business
  • Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals
  • 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

Responsibilities

  • Create 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR
  • 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
  • Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect
  • 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
  • Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives
  • Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction
  • Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market
  • Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why’s/MEDDICC & ability to build champions across the user community, middle management & β€˜C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce

Benefits

  • Competitive salary
  • Equity
  • Broad range of medical, dental, and vision plans for employees and their dependents
  • Fertility healthcare and family-forming benefits
  • Four months of fully paid parental leave
  • 401(k) + Employer Match
  • Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
  • Mental health benefits, including therapy and coaching, for employees and their dependents
  • Monthly Wellness stipend
  • Learning and development stipend
  • Generous and flexible vacation
  • Company-wide Summer & Winter holiday shutdown
  • Sabbaticals for 5-year and 10-year anniversaries

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