Global Account Executive, OneSource

Responsibilities

Purpose

The Global Account Executive will identify and sell Services directly to the assigned PerkinElmer Global Account(s). Primary job duty is to identify and sell PerkinElmer solutions and related services into a defined Global Account or set of Global Accounts. This individual will identify, qualify, and close new opportunities. This includes the entire sales process from business development prospecting through contract negotiations, legal document signing, PO receipt and all renewal activities. They will leverage the PerkinElmer sales model, accounting planning tools and SFDC to maximize revenue growth, increase account share of wallet and expand EBITDA.

Responsibilities

• Drive customer relationships to Land, Adopt, Expand and Renew the book of business globally with the 1-3 Global Accounts assigned.
• Drive Professional Service Sales – expanding new site locations globally and extending services in existing sites.
• Build and execute account plan to drive increased revenue and margin.
• Prepare action plans or joint evaluation plans by accounts that are customer facing to help accelerate closing cycles for all transactions.
  • Understand best practices from other Enterprise programs to leverage across their accounts.
• Maintain monthly and quarterly communication with the account leadership team and customer team.
• Schedule, drive agenda and facilitate ELT (Executive Leadership Team) meetings with customer.  
• Participate in Quarterly status or monthly meetings with the customer.
• Lead and support the renewal of the business.
• Prepare Briefing Documents for each account for internal leadership reviews.
• Partner to implement Voice-of-the-Customer feedback to OneSource Product Management and R&D teams to impact the Portfolio roadmap.
• Follow new document renewal and approval workflow to draft and negotiate all SOW and MSA agreements. Engage customer regarding any proposed/potential changes and amendments.
  • Understand favorable and unfavorable business terms.
•  Accountable for entering all opportunities into SFDC and manage their weekly / monthly forecast and activities to Sr. Mgt.
• Advance relationships with the business and customer leadership teams (C Suite)
• Demonstrates the ability to interact with regional account managers and assist sales cycles where possible. Help drive to closure at the highest-level relationship within the Global Account
• Work to become a trusted advisor within the business vs. Procurement only relationships

Basic Qualifications

• BS/BA or equivalent 10+ years’ service sales or complex solution sales experience
• 5+ years’ experience selling to large enterprises ($1B+ in annual Revenue sales) and/or Cloud and Service Providers

Preferred Characteristics

• Independent, self-motivated, competitive, high powered and polished Experience with a Service organization is required.
• Familiarity with science-based companies’ workflows (R&D, Operations, etc.) and the GxP environment is preferred. This requirement can also apply to science-based workflows in Food and Industrial. 
• Broad knowledge of the laboratory environment and requirements coupled with the ability to develop custom solutions to meet the changing needs of the customer.
• Excellent written and oral communication skills, strong Analytical Skills, understanding of Sales Processes and Service Delivery Requirements and complex negotiation skills.
• Track record of demonstrated leadership in a matrixed organization with cross functional teams to drive initiatives; Demonstrated success in remote management of a professional team.
• Skill Set should include Sales Methods, ROI/TCO modeling and the complex sale in a multiple product environment.
• Must work well in a team environment, with multiple resources.
• Knowledge of big data and how that data can be leveraged in a sales cycle is a plus.
• Knowledge of CRM tools like SFDC