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Commercial

Strategic Accounts Director, Americas

Oakland, CA
Full Time
Medical
Dental
Vision
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Riffyn: on a mission to reshape science

Today’s scientific breakthroughs often go unnoticed because they are buried in uninterpretable spreadsheets and inaccessible data. Riffyn’s mission is to make science work better, solving previously intractable data fragmentation and data sharing problems in R&D organizations.

Riffyn supports global biopharmaceuticals, biotechnology and food technology firms with its patented data system, Riffyn Nexus, and scientific consulting team. Riffyn Nexus is a SaaS solution that breaks-down data silos to provide deeply integrated datasets for machine learning and faster product development.

The role

Riffyn is enjoying rapid growth. The Strategic Accounts Director, Americas will focus on expanding existing and landing new strategic, large sales with major biopharmaceutical companies in the U.S. Therefore, this individual must be deeply experienced in R&D IT products and services and their sale to global enterprises. A scientific background is highly useful. The ideal candidate is an organized thinker, an outstanding communicator, and a successful sales leader with demonstrated prior success in dynamic high-growth environments.

Principal accountabilities

  • Win new strategic account business with major biotechnology enterprises based in the US
  • Achieve company goals for new logos and revenue
  • Remain in a strategic role with major accounts long-term, ensuring referenceable accounts
  • Become an expert in Riffyn products and the value they deliver to scientific R&D
  • Articulate Riffyn’s value proposition and impact on prospective customers and broader audiences
  • Cultivate executive network in key verticals
  • Stay current on the scientific software marketplace and emerging trends
  • Work with Riffyn Marketing to refine sales collateral and messaging
  • Maintain accurate forecasts and sales activity in the company’s tracking system
  • Travel as needed for optimal performance to goals

Professional qualifications

  • History of successful software deals in strategic accounts in the biotechnology industry of $1M+ TCV, structuring and negotiating large complex deals
  • Track record of managing and expanding large (>$1M accounts)
  • Highly analytical and strategic thinker with knowledge of cloud business models
  • Well-organized and able to prioritize multiple projects with limited supervision
  • Proven ability to build strong relationships of trust and confidence
  • Proven ability in conceptual sales scenarios where market creation/development is vital to the sales process
  • Deep network into current R&D / R&D IT leadership at life science, biotech, pharmaceutical, and food industries
  • Deep knowledge of scientific R&D and R&D IT organizations.
    • Their structure, decision-making processes/constraints and change management process
    • The ecosystem of technologies to be accommodated/replaced in an enterprise R&D organization, as well as the latest trends and conventional wisdom in these business functions

    • The scientific methods, toolsets and life cycle that drive scientific product development
  • Foundational experiences or training in a science-related technical field
  • Outstanding communicator to internal and external audiences regarding the business
  • Able to take informed risks; entrepreneurial; a self-starter
  • Strong drive to succeed and track record of accomplishment
  • High personal and professional standards of ethics and integrity
  • Able to persuade, inspire, and motivate others; positive, team-minded attitude
  • Creative and innovative thinker; proactive, tenacious, and curious
  • Able to travel as required for the role

Education & Certifications

  • Bachelor’s degree in Biology, Biochemistry, Computer Science, or related field preferred.
  • Formal training/certification in enterprise selling such as any of the following:
    Miller Heiman, Spin Selling, Challenger Sales, Sandler Training, Scotwork, IMPACT Sales Training, Action Selling, etc.

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Midnight Wilkinson

Midnight Wilkinson is a business administration professional with over a decade of experience in both Human Resources and executive office administration. Midnight has worked in many different industries, including construction and manufacturing but has focused on technology startups for over 5 years and is continually excited by the energy in this sector. A strong believer in the power of positive thinking in the workplace, Midnight is committed to building a culture of growth, integrity, and balance. She grew up in San Francisco (via South America) and is now a resident of the East Bay and enjoys communing with nature as well as the joys of urban living equally.

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