International Business Machines Corp. (IBM Corporation)
Working under minimal supervision, this position, The Watson Health Life Sciences Client Executive (LSCE), is an enterprise level, direct contributor sales position responsible for selling all Watson Health solutions across a defined set of 3-5 clients. The LSCE will work directly with high priority Pharma or other Life Sciences clients to understand their current business requirements around both departmental and enterprise wide visions including, but not limited to: Drug Discovery, Pharmacovigilance, Truven and Explorys data, Digital Health, and eClinical solutions. This seller will represent that portfolio through SaaS, Global Financing and Consulting Services. The LSCE will represent Watson Health and provide leadership within the account acting as the quarterback, spearhead strategic opportunities, while guiding and working directly with Subject Matter Experts and solution sales team colleagues.
As a Watson Health - Life Sciences – Client Executive Sales you will be
Managing key client relationships in a high-growth, highly strategic market segment for IBM
Selling cognitive solutions that accelerate and improve decision making throughout the discovery and pharmacovigilance processes
Selling and advancing the digital health strategy of Life Sciences and Biopharma companies, leveraging the Watson Health platform. You will be defining, scoping and closing deals that help our clients engage with patients, providers and ecosystem partners to improve health.
Selling eClinical solutions to simplify clinical trials
Selling Truven and Explorys solutions to use real world evidence to solve industry problems
Acting as the voice of your customer into IBM’s offering management and development processes, ensuring that client satisfaction drives our offering strategies
Essential Job Duti e s
Net New business development with leading Life Sciences clients
Manage the client relationship from ideation to implementation
Build key relationships within the C-Suite and departmental leadership teams
Meet or exceed all assigned quotas for sales, related applications and components
Participate in and manage contract negotiations
Analyze customer's needs and recommends solutions that best meet customer's requirements
Emphasize scalable features such as flexibility, cost, capacity, and economy of operation
Able to reach a consultative level of selling with the customer
Quarterback and collaborate within internal team selling model
Increase bookings and revenue targets YOY
Required Technical and Professional Expertise
Proven ability within a complex sales cycle, to sell the value of solutions through a consultative approach to the C-Suite
Highly analytical, strategic thinker with the ability to translate between strategic business decisions and their implications.
Knowledge of the entire clinical research process
Minimum 5 years of sales experience in Life Sciences, or 5 years Life Sciences industry experience
Present with confidence, the ability to perform successful contract negotiations
Establish a firm understanding of healthcare industry trends
At least 5 years of experience in identifying and nurturing partnerships at executive level
Preferred Tech and Prof Experience
Value Based Care and Pop Health experience a plus
Advanced Degree Masters or PhD related to Life Sciences or Scientific discipline
At least 8 years of experience within Life Sciences industry
Oncology experience a plus
Consulting Services experience a plus
Experience selling or delivering services strongly preferred
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
International Business Machines Corp. (IBM Corporation)
Website : http://www.ibm.com/
International Business Machines Corporation provides information technology (IT) products and services worldwide. The companys Global Technology Services segment provides IT infrastructure and business process services, including outsourcing, process, integrated technology, cloud, and technology support. Its Global Business Services segment offers consulting solutions for strategy and transformation, application innovation, enterprise applications, and smarter analytics; and application management, maintenance, and support services. International Business Machines Corporations Software segment offers middleware and operating systems software, such as WebSphere software to integrate and manage business processes; and information management software for database and enterprise content management, information integration, data governance, data warehousing and analytics, business analytics and intelligence, and predictive analytics. This segment also provides Tivoli software for cloud and datacenter management, enterprise endpoint and mobile device management, asset and facilities management, storage management, and security systems; Rational software that supports software development; and Mobile Software for platform and application development, mobile security, and mobile device management. The companys Systems and Technology segment provides computing power and storage solutions; and semiconductor technology, products, and packaging solutions. Its Global Financing segment provides lease and loan financing to end users; commercial financing to dealers and remarketers of IT products; and remanufacturing and remarketing services for equipment. The company was formerly known as Computing-Tabulating-Recording Co. and changed its name to International Business Machines Corporation in 1924. International Business Machines Corporation was founded in 1910 and is headquartered in Armonk, New York.