Senior Pharmaceutical Account Manager

3 days ago

Philadelphia, Pennsylvania, United States Appian Full time
About the Role

The Account Executive role is designed for a seasoned professional with deep experience in the pharmaceutical industry, specifically managing strategic relationships with large, high-profile accounts.

This senior-level position requires expertise in both farming existing business and hunting new opportunities within large, complex organizations. You will work closely with a small, elite, and highly collaborative team focused on high-growth sectors.

Key Responsibilities
  • Manage and expand Appian's largest client accounts within the pharmaceutical sector, specifically targeting Appian's large organizations
  • Foster strong, strategic relationships with key stakeholders across the client organization, understanding their unique challenges and positioning Appian's solutions as essential tools for their success
  • Drive revenue growth through a MBO plan with KPIs focused on expanding software usage and delivering service excellence, not just on software credits
  • Navigate complex sales and account management cycles (3-6 months) with an emphasis on Value Selling and Engineering, strategic account planning, and managing substantial investments
  • Blend the skills of both a hunter and a farmer-nurturing existing relationships while actively seeking new business opportunities within the account
  • Work closely with internal teams, including customer success, sales, and service delivery, to ensure alignment and success across the account
  • Oversee global accounts headquartered in Pennsylvania and New Jersey, with a strategic focus on high-profile accounts and significant investments in the pharmaceutical industry
What You Need to Succeed
  • Deep Pharmaceutical Industry Expertise: 5-10+ years of direct experience in the pharmaceutical industry, ideally managing large accounts
  • A strong understanding of the complexities of the pharmaceutical landscape is essential
  • Proven track record in managing complex service sales and understanding how to co-sell and integrate these into large, multifaceted accounts
  • Demonstrated ability to build and maintain long-term relationships within large organizations, especially within pharmaceuticals. Must be adept at navigating internal politics and positioning as a trusted advisor
  • Experience managing multi-million dollar account plans with KPIs centered around revenue growth and service excellence
  • Skilled in account planning, territory management, and leveraging resources to drive significant outcomes in large, strategic accounts
  • Curious and tech-savvy, with a willingness to learn and engage with technology and automation discussions relevant to the pharmaceutical sector
  • Strong presentation skills for delivering impactful in-person and virtual presentations to various stakeholders, including LOB & IT audiences
Growth Opportunities

Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills-based training, and tuition reimbursement for those aiming to advance their education.

About Appian

Appian is a software company that automates business processes. The Appian AI-Powered Process Platform includes everything you need to design, automate, and optimize even the most complex processes, from start to finish.

The world's most innovative organizations trust Appian to improve their workflows, unify data, and optimize operations-resulting in better growth and superior customer experiences.

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