Major Account Manager

Company: Menlo Ventures Management, L.P
Location: Boston
Posted on: November 1, 2024

Job Description:

ROLE OVERVIEW
We are seeking a motivated and results-driven Major Account Manager to join our team. In this role, you will be responsible for driving new business into different lines of business within your designated 1-2 of the Top 50 global accounts, focusing on building and maintaining strong relationships with key stakeholders across various personas within an account (IT, Science/R&D, Data Science). You will play a crucial role in expanding our customer base and ensuring successful sales outcomes through effective pipeline generation and accurate sales forecasting.
RESPONSIBILITIES

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• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. Utilize various strategies and tools to generate leads and move them through the sales cycle.
  
• Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal),, leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets.
  
• Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect.
  
• Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements.
  
• Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling's solutions with their business objectives.
  
• Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction.
  
• Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. You are a curious learner who is striving to elevate their craft to the next level.
  
• Process: Drive the sales process through Pipeline Generation (PG), Leading Indicators to drive repeatable success, 3 Why's/MEDDICC & ability to build champions across the user community, middle management & 'C' Suite. Maintain account integrity and opportunity data within company systems; Salesforce.
  
  QUALIFICATIONS
  You are drawn to our mission and you want to help Benchling win new business across your respective accounts. You are committed to working in a collaborative environment, working together as a team. You have a love for working in a fast-paced startup/pre IPO environment and taking the initiative to get stuff done and try new things. You are passionate about powering new possibilities in biotech faster.
  
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  • Proven experience as a global enterprise/major accounts seller, preferably within a data management, workflow SaaS or technology-driven environment that sells to multiple personas across IT & various Line of business.
    
  • Demonstrated ability to drive pipeline generation and manage complex sales cycles of 7+ figure deals.
    
  • Strong sales forecasting skills with a track record of meeting or exceeding targets.
    
  • Demonstrated success in selling products or solutions that typically fall outside of pre-established budgets, with a proven ability to build a compelling business case and influence purchasing decisions.
    
  • Experience working with diverse personas within an account (from technical decision makers, business decision makers & CxO execs), with the ability to influence decision-making at all the levels.
    
  • Dynamic communication, negotiation, and interpersonal skills.
    
  • Self-motivated, with a strong drive to achieve and exceed goals.
    
  • Ability to work independently as well as collaboratively in a team environment.
    
  • Familiarity with MEDDICC sales methodology is a plus but not required.
    
  • Knowledge of the life sciences industry, including: R&D, and/or IT functions is preferred but not required.
    
  • Bachelor's degree - life sciences major is preferred but not required.
    
    SALARY RANGE
    Benchling takes a market-based approach to pay. The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. For this role the base salary range is $150k-$200k. However, because this role is eligible to participate in Benchling's commission plan, it is common for employees in this role to receive total on-target earnings of $300k-$400k.
    Total Compensationincludes the following:
    
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    • Competitive salary and equity
      
    • Broad range of medical, dental, and vision plans for employees and their dependents
      
    • Fertility healthcare and family-forming benefits
      
    • Four months of fully paid parental leave
      
    • 401(k) + Employer Match
      
    • Commuter benefits for in-office employees and a generous home office set up stipend for remote employees
      
    • Mental health benefits, including therapy and coaching, for employees and their dependents
      
    • Monthly Wellness stipend
      
    • Learning and development stipend
      
    • Generous and flexible vacation
      
    • Company-wide Summer & Winter holiday shutdown
      
    • Sabbaticals for 5-year and 10-year anniversaries
      
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Keywords: Menlo Ventures Management, L.P, Marthas Vineyard , Major Account Manager, Executive , Boston, Massachusetts