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Veeva

Posted 23 months ago

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Account Partner - R&D and Quality

SuzhouOn-siteFull-time

AI Summary

Account Partner for Veeva's Vault Development Cloud Solutions in China, responsible for territory planning, pipeline development, and end-to-end sales with China-based pharmaceutical companies.

About this role

Veeva Systems is a mission-driven organization and pioneer in industry cloud, helping life sciences companies bring therapies to patients faster. As one of the fastest-growing SaaS companies in history, we surpassed $3B in revenue in our last fiscal year with extensive growth potential ahead.
At the heart of Veeva are our values: Do the Right Thing, Customer Success, Employee Success, and Speed. We're not just any public company – we made history in 2021 by becoming a public benefit corporation (PBC), legally bound to balancing the interests of customers, employees, society, and investors.
Join us in transforming the life sciences industry, committed to making a positive impact on its customers, employees, and communities.

The Role

Veeva Systems is seeking an Account Partner of Veeva China R&D and Quality team based in Shanghai/Suzhou. The focus will be establishing, managing, and growing the business with a focus on organizations headquartered in China.

As an Account Partner for Vault Development Cloud Solutions, you will be part of the foundational team representing the Vault Development Cloud applications (Clinical, Quality, Regulatory and Safety) in the marketplace.

The Account Partner will be responsible for generating qualified opportunities, winning new business and managing relationships, managing strategic relationships with China-local pharmaceutical companies.

What You’ll Do

  • Territory identification and research, to create a qualified target account list
  • Pipeline development through a combination of cold calling, email campaigns, and market sector knowledge/intelligence from the identified target list
  • Create and maintain a sales pipeline to ensure over-achievement within the designated market sector(s)
  • Manage the end-to-end sales process through the engagement of appropriate resources such as solution consultants, service teams, executives, etc. Manage relationships with key stakeholders across Business, IT, and C-level
  • Account management with dedicated accounts to develop business in the organization
  • Consistently customer relations maintenance to understand the customer’s requirements, expectations, and experience with Veeva. Assist the client in fully using Veeva solutions to solve their problem/need
  • Identify reference customers in the region
  • Act with urgency, integrity, and a focus on the customer

    • Requirements

  • 5+ years of experience in enterprise software/service solution sales and account management. Successful history of net direct new business sales, with the ability to prove consistent delivery against targets. Demonstrable track record of sales over achievement. Strategic account planning and execution skills
  • Or 2+ years of experience in looking after China's local pharma/biotechs. Understand the local quality, clinical, regulatory or safety market, key players, and SWOT analysis.
  • Credibility at all levels, including CxO
  • English and Mandarin-speaking
  • Strong communication, creative thinking, and presentation skills
  • Expanding business with existing customers, generating customer success, making selected customers a local reference for each vertical segment
  • Self-innovation and management, fast response
  • Able to travel, mainly domestic
  • Excellent written, verbal, interpersonal, and presentation skills
  • A passion for solving customer business problems
  • Fast Learner

    • Nice to Have

  • Sales experience in Cloud solution
  • Bachelor’s degree in life science and related profession.
  • Experience in the life science industry, especially in R&D, quality, clinical, regulatory or safety.

    • Skills

    Account ManagementC-level EngagementClient Relationship ManagementCloud/SaaS SolutionsCross-Functional CollaborationEnterprise Software SalesExecutive EngagementForecastingIndustry Knowledge: Pharma/biotechMandarin And English CommunicationMarket ResearchPipeline ManagementPresentation SkillsProposal DevelopmentQuality/Regulatory/Clinical Domain KnowledgeReference Customer DevelopmentSales Cycle ManagementSolution SellingStrategic Account Planning

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