Vice President, Corporate Strategic Accounts Executive
- Must have experience selling into the Top 100 Medical Device companies.
What You Will Do:
- As the primary liaison for Veranex, professionally represent and successfully position the entire portfolio of Veranex’s services to executive and functional stakeholders / decision makers at Top 100 MedTech and Diagnostic firms (biotech and pharma included)
- Profile and segment companies; identify targeting strategies for each: prioritize, focus, qualify, advance or not, measure, re-evaluate
- Oversee the execution of the MSA for both Veranex and Client; orchestrate internal input to drive to completion
- Leverage existing Veranex relationships to sell additional Veranex offerings/service lines across client portfolio to drive expansion
- Develop successful sales and account management strategies to identify and create large scale opportunities for Veranex
- Orchestrate Veranex’s internal resources to successfully develop and execute contract opportunities, driving efficiency and eliminating redundancies
- Responsible for supporting the expansion in current accounts to include scope and close, advancing the sales process to close.
- Oversee corporate wide deal structures, incentives, to secure “preferred partner status” on behalf of Veranex.
- Deliver significant growth, booking large-scale contracts that represent Veranex’s entire portfolio
- Adhere to CRM processes (Salesforce) to document leads, inclusive of customer’s key stakeholders
- Advance opportunities beyond prospecting to a well-vetted SOW and proposal
- Work at the most senior executive level with corporate, business unit, and functional stakeholders of med tech firms between $1B and 10B in revenue.
- Understand the C-suite's mid- and long-range strategy, investment decisions, and M&A activity to execute their strategy, and proactively position and contract Veranex’s services to enable it.
- Bachelor’s degree and 12 or more years of experience selling into large Medical Device companies ($1 B+ in annual sales).
- Must have successfully sold large SERVICES projects into the leading Medical Device companies (MedTech companies with more than $1 B in annual sales).
- Must have a strong understanding of the Early-Stage R&D New Product Development Lifecycle of Medical Devices. Must understand the pre-commercial Innovation process of creating a new Medical Device from the "Concept" stage. This includes selling services like 'initial design' consultation, new product development services, R&D services, Protype design consulting services, NRE, etc. (Selling POST-commercialization services like manufacturing of an already designed Medical Device, is not a fit.)
- Must have existing relationships with the key decision-making executives within the top Medical Device companies. This includes C-suite, SVPs, EVPs, Business Unit GMs, and especially the Heads of Innovation, New Product Development, and R&D.
- Should be perceived as a Strategic Partner in the Medical Device R&D space and curated, moderated, or served as a Speaker on Industry Panel Discussions and Advisory Boards.
- Must be strong in Cross-functional selling (e.g. various functional call points within an organization, including legal, finance, strategy, corp. Dev / M&A, R&D, Marketing, and Clinical/Regulatory/Quality).
- Must be strong in Value-based services selling (CRO, consulting, software implementation, etc.). Long-cycle strategic selling at the highest levels of an organization. Demonstrated proficiency learning and selling a broad, diverse portfolio of services.
- Must have strong Track record of consistently exceeding aggressive sales quotas and regularly have more than $10 M in annual sales. Strong preference for over $100 M in annual sales.
- Experienced at team selling, identifying, and coordinating diverse internal resources to develop and deliver compelling communication, proposals, and project execution for customers.
- Agile, resourceful, ability to think on your feet, and adapt plans to achieve goals. Demonstrated quick learner, speed to impact in challenging environments.
- Acumen in creating, leveraging CRM and sales analytics tools.
- Strong business acumen, familiar with target companies’ budgets, strategic planning, investment, and relevant resourcing and project based KPIs.