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Strategic Account Manager

4 months ago

New York, New York, United States Danaher Full time

IDBS is a dynamic and innovative company providing purpose-built software solutions to address the data management challenges prominent across the BioPharma lifecycle and supply chain.

Leveraging more than 30 years of experience in life science informatics, we are uniquely positioned to deliver a portfolio of innovative BioPharma knowledge management technologies to streamline the capture, analysis, reporting and sharing of data required to accelerate the next generation of life-changing therapies.

Cloud-native and analytics-centric, our platforms enable customers in research, development and manufacturing to efficiently and compliantly access critical data and insights to make faster, smarter decisions with greater confidence.

IDBS serves thousands of users across hundreds of organizations around the globe. Our predominant customer base is Life Sciences and includes 23 of the top 25 pharmaceutical companies and more than 250 small and medium-sized pharma and BioPharma companies, CROs, CDMOs and CMOs.

IDBS is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.

Do you want to work with a global, fast-paced, diverse team? Do you want to drive customer acquisition through SaaS software bookings and ARR growth across a targeted portfolio of Biopharmaceutical and CRO/CDMO accounts?

We are currently seeking a Strategic Account Manager who will be responsible for collaborating with cross-functional teams to win SaaS business, helping some of the largest pharmaceutical and CRO/ CDMO organizations in the world, accelerate their critical milestones across the biopharma lifecycle from research to manufacturing.

This is a remote position based in the US, which requires easy access and frequent travel to target accounts and customers in North America and EMEA, as well as the IDBS office in Boston (USA) and Woking (UK).

What we'll get you doing:

  • Vision: Forge executive relationships and deliver growth in IDBS's key customers and targets. Deliver world class commercial planning and execution, aligned to company strategy while maintaining rigour in daily management and reporting
  • Engagement: Drive in-person engagement with key stakeholders withing existing and target accounts. Build relationships and influence strategy for both short term and long term growth
  • Performance: Lead cross functional teams to win and expand customer accounts, acting as the visible owner of the account strategy and driving execution through SFDC
  • Results: Drive new logo acquisition and ARR expansion in portfolio of targeted top-tier accounts. Deliver accurate forecasting and on-time-delivery of new business bookings aligned to company business plans

Here is what success in this role looks like:

  • Bachelor's required. MBA and/or PhD preferred.
  • Proven track record of closing new enterprise SaaS deals (>$1M ARR)
  • Typically has 8+ years of senior sales experience & can create opportunities and momentum in complex sales cycles (12–18-months)
  • Proven track record of engaging C-Suite decision makers to close multi-million-dollar SaaS deals and influence customer strategy and decision making
  • Demonstrable track record of delivering against annual, quarterly and monthly SaaS sales targets across a range of new-logo and cross-sell/ up-sell opportunities; proven ability to deliver both short-term results and build and execute mid-long term strategic plans
  • Good understanding of the challenges and opportunities across the R&D or manufacturing lifecycle within the BioPharma and CDMO markets

It would be a plus if you also possess previous experience in:

  • Pharmaceutical and life sciences sales experience
  • Using the Challenger sales methodology to recruit and grow large strategic accounts
  • Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry, or Process Engineering

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for IDBS can provide.

The salary range for this role is 120k-130k USD plus a very competitive incentive bonus plan. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. We may ultimately pay more or less than the posted range. This range may be modified in the future.

We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

** This role will require 50% travel (domestic and global)**

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At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what's next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit

Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

The EEO posters are available here.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation.