RESPONSIBILITIES: Grow Software License and Services Orders for Industrial Software at assigned accountsAchieve or exceed annual order targets in enterprise accountsManage the entire sales process to help ensure delivery against key performance metrics, with a strong emphasis on new business sales, while expanding existing footprintActively understand assigned account’s technology footprint, strategic growth plans, technology strategy and competitive landscapeDrive consistent results by effectively leveraging a sales team including sales engineers, client engagement managers, delivery team, product team, and strategy teamLead the development & execution of designated account plans and stakeholder mapping while addressing stakeholder priorities & pain pointsOptimize sales cycles, using value-based solution selling methodologies with focus on business case definition, ROI, and business outcomesAbility to travel up to 50%. MUST HAVE: A minimum of 5 years of experience in software sales and/or business development with at least 2 years of experience selling enterprise software solutions to IT/Operations decision makersA minimum of 2 years of life sciences industry experienceWE VALUE: Proven ability to engage C-level contacts for the purpose of solution selling, establishing peer relationships, articulating strategic vision, and closing deals with client’s business and IT and Operations leadersUnderstanding the client’s buying and decision-making process; demonstrated ability to work effectively at all levels and influence key decision makers of the client organizationKnowledge of integrated operations, functional architectures, financial models, and impact of technology, and able to translate business needs into functional requirements.