Director, Strategic Accounts

About Florencehealthcare

Florence software advances cures by helping the world’s most important research sites do their best work. Our solutions are now used by over 30,000 research teams in 70 countries around the world—we’re the most widely deployed site workflow tool in the industry. By the end of the decade, we’ll double the pace at which new medicines get to market by doubling the output of trial site teams. To date, we were named a Deloitte Fast 50 business, G2 Category Leader, an Inc. & AJC best place to work, and an Inc. 5000 company five years in a row. At Florence, we are committed to make the world a better place by accelerating research while providing an environment for our employees where they can be happy in their lives, enjoy their jobs, and grow.

Job Summary

As a Director, Strategic Accounts, you will:

• Establish a working knowledge of Florence’s SiteLink solution and the value proposition it provides to both Sponsors and CROs.
• Have a proven track record of sales excellence and high performance in selling innovation to new global large pharma and CRO strategic accounts.
• Achieve your annual bookings target by building and maintaining a 3X pipeline in Salesforce.
• Prospect and secure meetings with key stakeholders in the assigned portfolio of top 100 CRO/Sponsor global accounts and be able to confidently engage them in a discovery process to understand their highest priority business challenges in clinical operations.
• Establish relationships with Director, VP and SVP level execs across departments in clinical operations, innovation, drug development, procurement and information management.
• Motivate operational change at your clients through ROI models, current/state future state maps and case studies.
• Maintain accurate meeting notes, pipeline, forecast, quarterly business reviews, mutual action close plans and MEDDIC reviews.
• Upon securing new accounts, design an overall strategy to drive the growth of the account by implementing SiteLink on all future studies.
• Partner with Florence’s Implementation, Customer Success, Product, Development and other functional teams internally to manage flawless delivery and scale the business through high customer satisfaction.

Requirements

• Customer focused: You will influence and partner with our most important accounts and bring value to the work they are trying to accomplish.
• Action-oriented and organized: Proactive mindset that bridges ideas to implementable solutions, and can help move both internal and external stakeholders to quickly solve problems.
• Results-focused: Have the ability to develop deep relationships with CRO/Sponsor stakeholders and have shown a proven ability to navigate multi-faceted Customer organizations with repeated success.
• A leader: Can set an agenda that is aggressive, but realizable, and wins followers with a positive and energetic approach.