Job description

The Strategic Account Manager (Pharma) reports into the global sales team and owns and expands high ‑ value relationships across key accounts in the pharmaceutical and contract research organization space, both in North America and EMEA. This role blends scientific understanding with commercial strategy to support R&D, clinical operations, and outsourcing initiatives. You will act as a trusted advisor and consultative partner to stakeholders across R&D, procurement, and executive teams, ensuring our solutions drive efficiency, compliance, and measurable program impact A successful candidate is expected to • Drive increased adoption of our technologies across key accounts • Build strong relationships with operational, procurement and executive stakeholders • Realized consistent achievement of bookings targets across the portfolio. • Build and communicated clear account plans tied to customer development and outsourcing strategies • Engage in proactive identification of risks, competitive threats, and growth opportunities. The Strategic Account Manager- Pharma will cover (NY, NJ, PA, IL, IN, MD) territory will provide strategic direction and tactical focus for the nCounter Platform within the assigned territory to meet and exceed quarterly and annual revenue goals. They are responsible for identifying and establishing relationships with new customer accounts for the sale of nCounter capital equipment and pilot projects leading to instrument sales using both direct and indirect selling methods. They will work closely with Sales, Marketing and Field Application teams to ensure successful partnering to achieve territory revenue goals. Key Responsibilities Strategic Account Leadership • Manage all aspects of Bruker Spatial Biology’s portfolio in your assigned pharma and CRO accounts in the US and EMEA geographies. • Develop multi ‑ year account strategies aligned with customer R&D, clinical trial, and operational priorities. • Map and support decision ‑ makers across R&D operations, procurement, and executive leadership to deepen engagement. Growth & Commercial Strategy • Identify expansion opportunities across therapeutic areas, study phases, or functional groups (e.g., discovery, translational, etc.). • Lead renewals, pricing discussions, and contract negotiations with a value ‑ based, partnership ‑ oriented approach. • Maintain accurate forecasting and pipeline management tied to quarterly and annual revenue goals. Scientific & Operational Partnership • Understand R&D and drug ‑ development workflows, across discovery, preclinical, and clinical phases. • Collaborate with scientific, technical, and operational teams to address complex customer needs. • Translate customer feedback into actionable insights for product, R&D, and leadership teams. Cross ‑ Functional Collaboration • Partner with internal teams, such as product management, R&D, product marketing, regional marketing, legal, and senior leadership to drive seamless delivery of solutions to your customers. • Lead executive business reviews, presenting performance metrics, operational outcomes, and strategic recommendations. • Support onboarding, adoption, and long ‑ term utilization across global teams or functional groups. Industry & Market Insight • Stay current on pharma and CRO trends, including outsourcing models, regulatory changes, therapeutic pipelines, and competitive landscapes. • Engage in feedback loop with internal teams through field-based insights that informs product strategy, go‑to‑market planning, and customer engagement. Qualifications • 5+ years (preferred) in strategic account management, capital equipment sales, or customer success within pharma, CRO, biotech, or life ‑ science technology. • Proven success managing complex, multi ‑ stakeholder accounts with long sales cycles and high compliance requirements. • Ability to influence senior scientific, operational, and procurement leaders. • Excellent communication, negotiation, and executive ‑ presentation skills. • Bachelor’s degree in life sciences or related field; advanced degrees in the life sciences and/or business preferred. At Bruker, base salary is part of our total compensation. The estimated base salary range for this full-time position is between $104,000 and $175,000 yr. and provides an opportunity to progress as you grow and develop within a role.The base salary for the role will depend on a several job-related factors, including, but not limited to education, training, experience, the geographic location of the successful candidate, skills, competencies, job-related knowledge and travel requirements for this position. Full-time employees may also be eligible for a performance-related incentive in addition to a full range of benefits including 401(k) with company match, an employee stock purchase plan, medical and dental plans, life insurance, short-term and long-term disability insurance, employee assistance program and paid time off including vacation, sick time and holidays, and more. Bruker is an equal-opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics. Certain positions at Bruker require compliance with export control laws and as a result, all interviewed candidates for all positions will be screened pre-interview to determine their eligibility in light of export control restrictions. #LI-DG1

Requirements

Must-haves

A successful candidate is expected to
Drive increased adoption of our technologies across key accounts
Build strong relationships with operational, procurement and executive stakeholders
Realized consistent achievement of bookings targets across the portfolio.
Build and communicated clear account plans tied to customer development and outsourcing strategies
Engage in proactive identification of risks, competitive threats, and growth opportunities.
Strategic Account Leadership
Manage all aspects of Bruker Spatial Biology’s portfolio in your assigned pharma and CRO accounts in the US and EMEA geographies.
Develop multi ‑ year account strategies aligned with customer R&D, clinical trial, and operational priorities.
Map and support decision ‑ makers across R&D operations, procurement, and executive leadership to deepen engagement.
Growth & Commercial Strategy
Identify expansion opportunities across therapeutic areas, study phases, or functional groups (e.g., discovery, translational, etc.).
Lead renewals, pricing discussions, and contract negotiations with a value ‑ based, partnership ‑ oriented approach.
Maintain accurate forecasting and pipeline management tied to quarterly and annual revenue goals.
Scientific & Operational Partnership
Understand R&D and drug ‑ development workflows, across discovery, preclinical, and clinical phases.
Collaborate with scientific, technical, and operational teams to address complex customer needs.
Translate customer feedback into actionable insights for product, R&D, and leadership teams.
Cross ‑ Functional Collaboration
Partner with internal teams, such as product management, R&D, product marketing, regional marketing, legal, and senior leadership to drive seamless delivery of solutions to your customers.
Lead executive business reviews, presenting performance metrics, operational outcomes, and strategic recommendations.
Support onboarding, adoption, and long ‑ term utilization across global teams or functional groups.

Nice-to-haves

5+ years (preferred) in strategic account management, capital equipment sales, or customer success within pharma, CRO, biotech, or life ‑ science technology.
Bachelor’s degree in life sciences or related field; advanced degrees in the life sciences and/or business preferred.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: icims
Effort: medium

Benefits

Benefits detected in the listing.

Dental

401(K)

Paid Time Off