Major Account Manager

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
• Familiarity with MEDDICC sales methodology is a plus but not required
• Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required
• Bachelor’s degree - life sciences major is preferred but not required

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 & ‘C’ Suite. Maintain account integrity and opportunity data within company systems; Salesforce

Benefits

• Competitive salary
• Equity
• Fertility healthcare and family-forming benefits
• Four months of fully paid parental leave
• Commuter benefits
• Home office stipend
• Mental health benefits + wellness stipend
• Learning and development stipend
• 25 days vacation days + public holidays
• Company-wide Spring & winter holiday shutdown
• Sabbaticals for 5-year and 10-year anniversaries