Sales Executive, Senior (Remote)

Другое

• Company is the world’s largest Agentic Business Network, enabling life sciences and healthcare companies to build and manage a scalable digital workforce of governed, no-code AI agents that execute and coordinate mission-critical supply chain operations alongside human teams. Powered by the Integrate-Once™ OPUS platform, Company links more than 300,000 network participants, enabling multi-enterprise processes at global scale.
• Founded in 2009 with the simple mission of protecting patients, today Company has 5 global offices, over 800 employees and more than 1700 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.
• Company is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.
• The Sales Executive, Supply Chain Agentic Business Processes (SC ABP) is responsible for creating, developing, and growing Company's Supply Chain Agentic Business Process business within a defined portfolio of strategic customer and prospect accounts. Serving as the primary commercial owner for the Supply Chain ABP commercialization journey, the Sales Executive partners with executive business and technology leaders to transform end-to-end supply chain business processes into Agentic Business Processes.
• Many customers will simultaneously participate in the Track & Trace ABP commercialization journey. In these situations, the Sales Executive works collaboratively with Track & Trace Customer Account Manager (CAM) to deliver a seamless "one account" customer experience while independently owning the Supply Chain ABP commercial relationship.
• This role is ideal for an executive-level consultative seller who excels at business transformation, executive relationship development, strategic solution selling, and creating new enterprise software businesses.
• Serve as the primary commercial owner for the Supply Chain ABP commercialization journey across an assigned portfolio of strategic accounts.
• Develop executive account strategies that establish and grow the Supply Chain ABP business.
• Build trusted relationships with C-suite executives and senior business and IT leaders.
• Position Company's vision for the Agentic Supply Chain Operating Model, Agentic Supply Chain Operating System, Agentic Business Processes, and OPUS Agents.
• Lead executive discovery, strategic account planning, and long-term transformation roadmaps.
• Coordinate executive alignment sessions, business process discovery workshops, and Agentic Business Process strategy engagements.
• Identify, qualify, and develop new Supply Chain ABP opportunities within existing and prospective customers.
• Lead customers through the Agentic Business Process commercialization journey, including the Agentic Accelerator Program (AAP), thereby establishing an executive-aligned mutual action plan that is co-executed with the champion
• Effectively position Company's Supply Chain ABP portfolio, OPUS Platform, OPUS Agents, Agentic Control Tower, and Agentic Business Network as the foundation for enterprise supply chain transformation.
• Work collaboratively with the Business Process Architects and Value Engineering teams to build compelling executive business cases demonstrating measurable operational and financial outcomes.
• Develop expansion strategies that establish long-term strategic partnerships across multiple business processes and functions.
• Develop and execute comprehensive account strategies using Company's WISE agentic operating platform's insights and analysis.
• Lead opportunities through Company's commercial sales process while applying disciplined MEDDPICC qualification.
• Build and maintain a healthy pipeline capable of consistently achieving assigned bookings objectives.
• Maintain accurate forecasts, opportunity strategies, executive engagement plans, and account documentation within WISE and CRM.
• Ensure disciplined pipeline hygiene, opportunity progression, forecast accuracy, and commercial governance.
• Utilize Company's business value frameworks, commercial methodologies, and executive messaging to execute consistent customer engagements.
• Coordinate ABP Architects, Product Management, Professional Services, Customer Success, Marketing, Channels & Alliances, and executive leadership throughout the sales cycle.
• Lead internal account strategy sessions and opportunity reviews to maximize win probability.
• Ensure customers experience coordinated commercial engagement across all Company teams.
• Collaborate closely with Track & Trace Customer Account Managers to promote a unified "One Account" customer experience.
• Leverage insights from the Track & Trace business to identify Supply Chain ABP opportunities.
• Share customer intelligence that creates reciprocal growth opportunities across both commercialization journeys.
• Coordinate executive engagement strategies that maximize long-term customer value while maintaining clear commercial ownership across each business.
• Supply Chain ABP Annual Recurring Revenue (ARR)
• New Customer Acquisition
• Existing Customer Expansion ARR (MINT, POET, OPUS Agents)
• Supply Chain ABP Pipeline Coverage
• Forecast Accuracy
• MEDDPICC Qualification Quality
• Pipeline Hygiene and Commercial Process Compliance
• Successful Completion of Agentic Accelerator Programs
• Executive Engagement (CxO Meetings, Discovery Workshops, Blueprint Reviews, Proof-of-Value Reviews)
• Adoption of WISE
• 6+ years of enterprise software or technology sales experience.
• Demonstrated success selling complex enterprise transformation initiatives to executive stakeholders.
• Proven success creating new enterprise software businesses and consistently achieving bookings objectives.
• Experience leading multi-stakeholder enterprise sales cycles.
• Strong executive communication, negotiation, and strategic account planning skills.
• Experience with structured enterprise sales methodologies such as MEDDPICC.
• Life sciences, healthcare, pharmaceutical, or supply chain software experience.
• Experience selling supply chain planning, execution, ERP, AI, automation, or digital transformation solutions.
• Knowledge of business process transformation, operational excellence, and enterprise AI.
• Experience working within matrixed global organizations.
• Executive Relationship Development
• Enterprise Solution Selling
• Business Transformation
• Strategic Account Planning
• Business Value Selling
• Commercial Negotiation
• MEDDPICC Opportunity Qualification
• Pipeline & Forecast Management
• Cross-Functional Leadership
• Executive Communication & Presentation