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Strategic Account Manager

2 months 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.

Key Responsibilities
  • Account Management & Growth: Manage and expand Appian's largest client accounts within the pharmaceutical sector, specifically targeting Appian's large organizations.
  • Strategic Partnership: 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.
  • Revenue Focus: Drive revenue growth through a MBO plan with KPIs focused on expanding software usage and delivering service excellence, not just on software credits.
  • Selling Complex Services: 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.
  • Hunter & Farmer: Blend the skills of both a hunter and a farmer-nurturing existing relationships while actively seeking new business opportunities within the account.
  • Collaborative Team Environment: Work closely with internal teams, including customer success, sales, and service delivery, to ensure alignment and success across the account.
  • Territory Management: 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.
  • Complex Service Sales: Proven track record in managing complex service sales and understanding how to co-sell and integrate these into large, multifaceted accounts.
  • Strong Relationship Building: 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.
  • Revenue-Driven Mindset: Experience managing multi-million dollar account plans with KPIs centered around revenue growth and service excellence.
  • Strategic Account Planning: Skilled in account planning, territory management, and leveraging resources to drive significant outcomes in large, strategic accounts.
  • Curious and Tech-Savvy: Must be curious, quick to learn, and comfortable engaging with technology and automation discussions relevant to the pharmaceutical sector.
  • Presentation & Communication Skills: Strong presentation skills for delivering impactful in-person and virtual presentations to various stakeholders, including LOB & IT audiences.