Scientific Sales Executive

Scientific Sales Executive I

Location: San Francisco or San Diego, CA (home)

Reports to: Sr Scientific Sales Manager

Job Overview:

Do you love operating at the intersection of science, technology, and business? If so, this position may be for you. We are seeking a highly motivated Sales Executive to join our fun-loving and unique commercial team to help build our rapidly growing business.

You will utilize your technical knowledge, deep insight of the customer and broader industry knowledge to maximize and monetize the value of the OpenEye/Cadence solutions, selling leading-edge software for computational chemistry, molecular design, and cloud-based scientific computation. You will develop and maintain open and honest relationships with current and prospective customers to maximize long-term revenue through selling of OpenEye/Cadence (OECMS) solutions. You will need to rely on your relationships, knowledge, and superior communication skills to connect with business and technology customer stakeholders, identify critical customer challenges and gain buy-in to drive new business.

Job Responsibilities:

• Maintain a good understanding of the OpenEye product line, research pipeline, vision, and philosophy.
• Communicate and show the value of OECMS solutions to customers, especially in the small-medium business (SMB) segment. Spend time interacting with current and prospective customers through video, phone, email, and ideally, site visits, to optimally secure both renewals and new sales.
• Manage complex sales cycles including successful contract negotiations. Help OpenEye grow in the existing market and establish new markets.
• Coordinate regional activities including software evaluations with application scientists and technology specialists.
• Work closely with colleagues in sales on any global accounts.
• Generate and send new and renewal quotes; create, track, and update sales opportunities and information within SalesForce or other software systems.
• Provide territory financial updates as needed for senior management.
• Work with application scientists to develop and implement a regional plan to achieve sales growth.
• Attend scientific conferences representing OpenEye.
• Attend company and commercial / sales group meetings
• Travel to customer sites and internal meetings.
• Work with the marketing group; including conferences, event planning and execution.
• Collaborate with OpenEye colleagues and problem-solve as necessary to overcome sales obstacles.

Job Qualifications:

• Bachelor's degree or greater in a scientific field, with a preference for Chemistry or Biology.
• 5+ years of successful experience selling either software, services, or hardware into the technical markets, ideally in early-stage pharmaceutical/biotech research.
• Must have ability to call across an organization and help drive high value, complex sales with multiple decision makers, stakeholders and influencers.
• Understanding of the drug discovery market relevant to the customer ecosystem.
• The ability to foster and grow customer relationships throughout all levels of the customer organization to better connect our solutions with the customer's problems/business challenges and ensure roadmap alignment for long term success.
• A proven track-record demonstrating ability to identify and understand customer pain-points and the ability to communicate this to a broad range of technical and non-technical persons.
• Knowledge and demonstration of the ability to manage the complete sales process, strong communication skills, and the ability to interact with engineering and financial staff at all levels.
• A track record successfully managing multiple priorities, working with, and managing cross functional teams, and driving results as evidenced by overachievement of sales goals.
• Ability to meet deadlines, prioritize and plan.

• Ability to work independently, but also cooperatively with staff inside and outside of the department.
• Excellent written and verbal skills.

The following are a PLUS, but not required:

• Experience selling scientific software or SaaS into a research environment.
• Demonstrable experience of closing complex software sales.
• Sales experience in the pharmaceutical and biotechnology industry.
• A comprehensive network within the drug discovery market across EMEA driving our internal initiatives would be highly advantageous.

Additional Information:

Cadence is committed to equal employment opportunity and employment equity throughout all levels of the organization. We strive to attract a qualified and diverse candidate pool and encourage diversity and inclusion in the workplace.

Travel

You will be focused primarily on customers located in western North America. You may be called upon to interact with customers in other regions, and/or worldwide academic and government accounts, as needed. Employment is remote, with a preference for applicants that live in the San Francisco bay area or San Diego metro area. This position requires travel of up to 40%.

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