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Watson Health - Client Executive, Life Sciences

  • Country:US
  • State:MULTIPLE
  • Category:Sales
  • Required Education:Bachelor's Degree
  • Position Type:Professional
  • Employment Type:Full-Time
  • Contract Type:Regular
  • Req ID:142277BR
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Job Description
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
  • Act as lead of small team of client executive team
  • 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 Duties
  • 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
  • Proven leadership experience

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

Preferred Education: Master's Degree Commissionable: Yes
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