Account Manager at Kneat

Job description

Account Manager - US Kneat is a powerful software platform for Electronic Validation Life Cycle Management and GxP testing for Pharmaceutical, Biotech and Medical Device Manufacturers. Using the Kneat Enterprise software our customers are transitioning to a fully end-to-end paperless process for all their Validation and GxP testing requirements. Our Life Science clients are reducing the man hours by up to 85% and the documentation cycle times by 60%. Kneat enables a structured and centralized best practice that can be scaled and leveraged seamlessly across global companies. Kneat delivers a quantum increase in efficiency by slashing the cost of Validation Compliance in all areas and across the full lifecycle. Kneat Solutions seeks an Enterprise Software Sales Executive with experience selling into the Life Sciences Industry. The Ideal Kneat Account Manager The ideal candidate is a strategic enterprise account seller and growth driver who can turn existing customer relationships into measurable business expansion. They understand their customers' businesses, organizational priorities, and strategic initiatives; maintain relationships across multiple levels of the organization; identify whitespace and new opportunities; and orchestrate complex expansion cycles using a disciplined MEDDPICC/MEDDIC methodology. They are commercially accountable, strategically minded, executive-oriented, highly disciplined, and proactive—with a demonstrated history of exceeding quota and growing enterprise accounts. Responsibilities: The Kneat Account Manager is a quota-carrying Enterprise sales professional responsible for protecting, growing, and expanding Kneat's strategic customer relationships. This is not a traditional Customer Success or relationship-management role. The ideal candidate is a strategic account seller who can identify and create expansion opportunities, build executive relationships, develop account strategies, and orchestrate complex enterprise sales cycles across existing customers. You will work closely with colleagues in sales development, product/engineering and customer success group to ensure a positive sales experience for prospects and clients Directly responsible for managing a portfolio of assigned customer accounts to ensure we maximize expansion opportunities Serve as the point of contact for our existing customers and drive all renewal and expansion sales opportunities Develop new business with existing clients and identify areas of improvement to meet sales quotas Collaborate with the Customer Success team to keep our clients satisfied and engaged with our products and services Show the ability to demonstrate the baseline out of the box technology Maintain a high volume of account based activities such as business / account review meetings, taking a consultative & longer term approach to build and maintain existing and new relationships with the customers. This includes identifying new contacts, sites, opportunities for expansion Skillfully deliver web-based &/or face to face presentations and value of Kneat Comfortably sell to VP & C-Suite executives, navigating through multiple decision makers in large complex organizations. Consistently beat your quarterly and annual sales quota. Have the ability to navigate the procurement process and help drive your customers to a close Have the ability to learn quickly and hit the ground running with prospecting, discoveries and demonstrations On a daily basis, track customer details - identify decision makers, timelines, hot-buttons, and specific qualifications and enter data accurately and consistently into the company's CRM (Hubspot) Report weekly updates to the VP of Sales around strategy, progress and upcoming closure opportunities Attend client networking events in order to build up the Kneat network & customer rapport Core Talent Requirements 10+ years of B2B sales/account management experience, preferably selling SaaS or technology solutions into Life Sciences or similarly regulated industries. Proven track record of meeting and exceeding $1M+ annual sales quotas or equivalent enterprise expansion targets. Demonstrated success managing and expanding Enterprise and/or Strategic accounts. Experience selling to and building relationships with Director, VP, SVP, and C-Suite executives. Proven ability to develop strategic account plans that identify organizational priorities, whitespace, expansion opportunities, key stakeholders, risks, and actionable growth strategies. Strong ability to identify and create expansion opportunities rather than simply respond to customer requests or take orders. Demonstrated success driving multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders. Proven ability to establish and maintain executive sponsorship within strategic accounts. Experience orchestrating complex expansion cycles with internal SMEs, Sales Engineering, Customer Success, Professional Services, Partners, and executive leadership. Experience consistently applying a MEDDPICC/MEDDIC sales methodology to qualify, manage, and close expansion opportunities. Strong ability to identify business drivers, quantify value, understand decision criteria/processes, establish compelling events, and maintain clear next steps. Proven experience conducting strategic, onsite Executive Business Reviews/QBRs that drive business outcomes, customer alignment, and expansion opportunities. Strong business acumen and ability to adapt messaging to different levels of the customer organization, including C-Suite executives. Highly disciplined in CRM management, account planning, forecasting, pipeline hygiene, and sales process execution. Comfortable leveraging AI and modern sales technologies to improve account research, opportunity identification, productivity, and customer engagement. Willingness to be in front of customers regularly, including onsite meetings, executive business reviews, strategic account planning sessions, and industry events. What we offer you At Kneat, we truly value ideas and collaboration so we’ve created an environment that builds, protects, and celebrates teamwork. Our strong culture is central to our continued success. We offer programs and rewards that one would expect from a highly successful and growing technology company. A fantastic culture, team, and energy. Competitive compensation. Comprehensive benefits package. Flexible work arrangements. Training and professional development. All applicants will need to fulfill the requirements necessary to obtain a background check. Kneat is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to Equal Employment Opportunity (EEO) regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status. Reasonable accommodations may be made to enable qualified individuals with disabilities or special needs to perform these essential functions. If you have a disability or special need that requires accommodation to complete this application form, please contact us at +353 (0)612 038 26 (Ext 2004) or email us at hr@kneat.com for assistance.

Requirements

Must-haves

Account Manager - US
The Ideal Kneat Account Manager
You will work closely with colleagues in sales development, product/engineering and customer success group to ensure a positive sales experience for prospects and clients
Directly responsible for managing a portfolio of assigned customer accounts to ensure we maximize expansion opportunities
Serve as the point of contact for our existing customers and drive all renewal and expansion sales opportunities
Develop new business with existing clients and identify areas of improvement to meet sales quotas
Collaborate with the Customer Success team to keep our clients satisfied and engaged with our products and services
Show the ability to demonstrate the baseline out of the box technology
Skillfully deliver web-based &/or face to face presentations and value of Kneat
Comfortably sell to VP & C-Suite executives, navigating through multiple decision makers in large complex organizations.
Consistently beat your quarterly and annual sales quota.
Have the ability to navigate the procurement process and help drive your customers to a close
Have the ability to learn quickly and hit the ground running with prospecting, discoveries and demonstrations
On a daily basis, track customer details - identify decision makers, timelines, hot-buttons, and specific qualifications and enter data accurately and consistently into the company's CRM (Hubspot)
Report weekly updates to the VP of Sales around strategy, progress and upcoming closure opportunities
Attend client networking events in order to build up the Kneat network & customer rapport
Core Talent Requirements
10+ years of B2B sales/account management experience, preferably selling SaaS or technology solutions into Life Sciences or similarly regulated industries.
Proven track record of meeting and exceeding $1M+ annual sales quotas or equivalent enterprise expansion targets.
Demonstrated success managing and expanding Enterprise and/or Strategic accounts.
Experience selling to and building relationships with Director, VP, SVP, and C-Suite executives.
Proven ability to develop strategic account plans that identify organizational priorities, whitespace, expansion opportunities, key stakeholders, risks, and actionable growth strategies.
Strong ability to identify and create expansion opportunities rather than simply respond to customer requests or take orders.
Demonstrated success driving multi-threaded relationships across business, technical, quality, IT, procurement, and executive stakeholders.

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Professional Development