Working under minimal supervision, this position, The Watson Health Life Sciences Client Executive (LSCE), is an enterprise level, direct contributor sales position responsible for selling all Watson Health solutions across a named geography in Europe. The LSCE will work directly with high priority Pharma or other Life Sciences clients to understand their current business requirements around both departmental and enterprise wide visions including, but not limited to: Drug Discovery, Pharmacovigilance, Truven and Explorys data, Digital Health, Real World Evidence and eClinical solutions. This seller will represent that portfolio through SaaS, Global Financing and Consulting Services. The LSCE will represent Watson Health and provide leadership within the account acting as the quarterback, spearhead strategic opportunities, while guiding and working directly with Subject Matter Experts and solution sales team colleagues.
As a Watson Health - Life Sciences – Client Executive Sales you will be
Managing key client relationships in a high-growth, highly strategic market segment for IBM
Selling cognitive solutions that accelerate and improve decision making throughout the discovery and pharmacovigilance processes
Selling and advancing the digital health strategy of Life Sciences and Biopharma companies, leveraging the Watson Health platform. You will be defining, scoping and closing deals that help our clients engage with patients, providers and ecosystem partners to improve health.
Selling eClinical solutions to simplify clinical trials
Selling Truven and Explorys solutions to use real world evidence to solve industry problems
Acting as the voice of your customer into IBM’s offering management and development processes, ensuring that client satisfaction drives our offering strategies
Expanding client relationships and identifying new opportunities within a specific region in Europe
Essential Job Duti e s
Net New business development with leading Life Sciences clients
Manage the client relationship from ideation to implementation
Identify and develop new client relationships
Build key relationships within the C-Suite and departmental leadership teams
Meet or exceed all assigned quotas for sales, related applications and components
Participate in and manage contract negotiations
Analyze customer's needs and recommends solutions that best meet customer's requirements
Emphasize scalable features such as flexibility, cost, capacity, and economy of operation
Able to reach a consultative level of selling with the customer
Quarterback and collaborate within internal team selling model
Increase bookings and revenue targets YOY
R e qu ir e d K n o w ledge & Ex p er ience
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Proven ability within a complex sales cycle, to sell the value of solutions through a consultative approach to the C-Suite
Highly analytical, strategic thinker with the ability to translate between strategic business decisions and their implications.
Knowledge of the entire clinical research process
Proven sales experience in Life Sciences or proven Life Sciences industry experience
Present with confidence, the ability to perform successful contract negotiations
Establish a firm understanding of healthcare industry trends
Established experience in identifying and nurturing partnerships at executive level
Fluent in English and in one of the Nordic languages
Preferred K n o w ledge & Ex p er ience
Value Based Care and Pop Health experience a plus
Advanced Degree Masters or PhD related to Life Sciences or Scientific discipline
Consulting Services experience a plus
Experience selling or delivering services strongly preferred
Edu c a t ion R e qu ir e m e n ts
Bachelors/Masters degree required
“Target Account Selling” or “Strategic Selling” training mandatory
The work location for this position can be in one of the Nordic countries.
Required Technical and Professional Expertise
Preferred Tech and Prof Experience
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.