Account Manager

Remote - boston, MA United States

Associate Director Strategic Partnerships (Client Account Manager)
The ideal candidate for this position will build relationships with the key procurement and scientific leaders at our respective clients’ to drive commercial growth. In building these relationships, the Associate Director of Strategic Partnerships will seek to understand the various procurement, strategic sourcing and category strategies our clients use to help better utilize their individual [] marketplaces. You will work to guide and manage new client marketplace implementations as well as build new procurement categories within the various marketplaces based on client demand or outside market influences.


● Successfully position and communicate´s unique capabilities to existing clients, supporting, and managing change management programs for the successful adoption of the platform through the preparation and delivery of business cases, user trainings, quarterly business reviews, and expansion program plans, from high level strategy to daily execution

● Work with key client stakeholders across R&D, Procurement, Quality, Legal and Finance on the rollout and expansion of the company’s Science as a Service platform across different categories of research

● Build and maintain long term trusted relationships with key executives and leaders at company clients (R&D, Procurement, Quality, Legal and Finance) that drive mutually beneficial results

● Maintain a robust account expansion opportunity pipeline within existing accounts, including qualifying, validating, and assessing growth opportunities

● Deliver on revenue growth targets YoY within assigned accounts through renewals, upsells, and through building a land and expand opportunity pipeline

● Leverage company data and existing customer champions to build business cases and value metrics to drive platform adoption at existing and new accounts

● Work cross-functionality with members of our Customer Success and Professional Services Teams to monetize on strategic growth opportunities in existing accounts and to communicate customer needs

● Gather client feedback to help customize and tailor the platform and/or develop new categories for clients

● Quickly learning and hold an in-depth knowledge of products, services, and value proposition

● Represent at conferences and industry networking events

Job Requirements

● BA/BS, MBA, or PhD in a scientific or business field (or equivalent work experience)

● A thorough understanding of biopharma operations, drug discovery and development processes and the R&D outsourcing market in a regulated environment (GxP)

● Experience negotiating recurring revenue contracts, driving renewals, cross-sells and upsells as an individual contributor

● Excellent analytical skills, ability to build and deliver compelling data-driven business cases, demos, and presentations to a technical as well as operational audience at all levels of the organization

● Excellent communication and presentation skills, able to effectively communicate to executives in a Board room setting; confident in running sales pitches / presentations / demos

● Focused on execution and creating results rather than just strategy

● Able to travel to customer sites within Boston region

● A people-person who has the personality and ability to bring a value proposition to life via intense networking efforts

Nice to haves

● Pharma experience

● 3-5 years sales experience working with corporate clientele (experience selling to business owners and key personas that include C-suite levels, VPs, and Directors

● Able to adjust value proposition to various stakeholder groups (R&D, Procurement, Quality, Legal and Finance)

● Experience managing long sales cycles, with a track record of closing deals with persistent follow-up and communication

● Fluent in written and spoken English; other languages are a plus


● Remote position (work from home) – travel to clients when needed

● Competitive salary, annual profit sharing bonus

● Stock options at a high-growth start-up company

● Flexible vacation plans

● Benefits package

● Build your Biotech and Pharma network through delivery of a world-class solution

Company Overview is the world’s largest marketplace for medical research. We help pharmaceutical scientists discover life-saving medicines in less time and at lower cost. Our mission is to make it possible to cure all human disease by 2050.

By connecting scientists and enabling them to exchange ideas and transact seamlessly online, is speeding up and reducing the cost of medical research. We were founded in 2007, launched our first research outsourcing marketplace in 2008 and built our first enterprise marketplace for Pfizer in 2009. Today, we operate enterprise marketplaces for 20 of the world’s top 30 pharmaceutical companies, 80 biotechnology companies and the US National Institutes of Health (NIH).

Named as Inc. Magazines Best Workplaces 2018 & 2019 and 9th Fastest Growing Company in the U.S. 2018, we are seeking talented, creative, and hard-working individuals who want to transform how research is done and help speed the discovery of new cures in oncology, neuroscience, cardiovascular, and thousands of other common and rare diseases. Hiring Philosophy is an equal opportunity employer that celebrates diversity and is committed to creating an inclusive workplace for all applicants and teammates. Our goal is to recruit the most talented people from a diverse candidate pool regardless of race, color, religion, age, gender, gender identity, sexual orientation or any other status. If you’re interested in working in a fast growing, exciting working environment – we encourage you to apply!