Sales Executive I
At Cadence, we hire and develop leaders and innovators who want to make an impact on the world of technology.
OpenEye, Cadence Molecular Sciences – a division of Cadence Design Systems – is an industry leader in computational molecular design through rapid, robust, and scalable software, consulting services, and Orion®, the only cloud-native fully integrated software-as-a-service molecular modeling platform. Combining unlimited computation and storage with powerful tools for data sharing, visualization and analysis in a customizable development platform, Orion offers unprecedented capabilities for the advancement of pharmaceuticals, biologics, agrochemicals, and flavors and fragrances. OpenEye, Cadence Molecular Sciences is headquartered in Santa Fe, N.M., with offices in Boston, Mass.; Cologne, Germany; and Yokohama, Japan.
At Cadence, we hire and develop leaders and innovators who want to make an impact on the world of technology.
Job Title: Sales Executive I
Location: United Kingdom (remote)
Reports to: Group Director, Scientific Sales
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 utilise your technical knowledge, deep insight of the customer and broader industry knowledge to maximise and monetize the value of the OpenEye 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 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 OpenEye knowledge to customers. Spend time interacting with current and prospective customers through video, phone, email, and site visits to optimally generate both maintenance revenue and new sales.
- Manage complex sales cycles including successful contract negotiations, involving high TCV greater than $2M. 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 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 sales group meetings in the US.
- 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 area, with a strong preference for chemistry or biology.
- 10+ years of successful experience selling either software, services, or instrumentation into the drug discovery market.
- Must have ability to call “high” (Executive Management) and help drive multi-million-dollar, complex sales campaigns with multiple decision makers and influencers across the customer organization.
- Deep 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 scientific 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 OpenEye.
- Excellent written and verbal skills.
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 interact with Customers in the UK and Europe. Employment is remote, with a strong preference for applicants that live in the Southeast of England (London/Cambridge/Oxford triangle). This position requires travel of up to 50%.