Sales & Account Partner

As a Sales & Account Partner at Veeva Systems, your primary responsibility is to act as a trusted advisor for Indian Pharma and CDMO companies. This involves understanding their challenges and facilitating the right solutions through our Quality-focused Veeva Vault Life Sciences Industry Cloud Platform. You will also drive revenue growth, maintain C-level relationships, and coordinate all necessary Veeva resources, while ensuring predictability throughout the sales cycle.

To excel as a Sales & Account Partner at Veeva Systems, candidates should have 7 to 10 years of relevant work experience, with at least 5 years in the life sciences sector. Familiarity with Quality and Manufacturing software, along with SaaS and Cloud sales experience, is crucial. Moreover, strong relationship-building skills at the executive level and proven sales or business development success in the territory are essential.

Veeva Systems offers a flexible Work Anywhere culture, allowing Sales & Account Partners to work either from home or in the office. This setup is designed to empower employees and adapt to their preferred working environment, promoting overall productivity and work-life balance.

The key markets for the Sales & Account Partner role at Veeva Systems primarily include Indian Pharma, CDMO, and CRO accounts. A strong focus is placed on the Quality domain, where you will engage with various customers and position our SaaS solutions to meet their unique needs.

Veeva Systems provides a range of attractive benefits for Sales & Account Partners, including flexible personal time off, health and fitness allocations, a charitable giving program, and performance-based incentives. These perks are designed to enhance employee well-being and support professional growth.

When discussing your experience in selling Quality and Manufacturing software, focus on specific examples of how you engaged with clients, identified their needs, and successfully tailored solutions that highlighted the software’s unique advantages. Highlight any significant deals you've closed and how they contributed to overall business growth.

To establish trust with C-level executives, demonstrate your understanding of their business challenges and present tailored solutions that align with their strategic goals. Emphasize your ability to listen, provide valuable insights, and maintain transparent communication throughout your engagement.

When facing objections during the sales cycle, I recommend staying calm and collecting all relevant information. Use open-ended questions to understand the root of the concern, and respond with facts and case studies that alleviate doubts. Be receptive to feedback and show willingness to adapt your approach.

Your approach should incorporate detailed planning, tracking milestones, and maintaining constant communication with all stakeholders. Emphasize the importance of anticipating potential challenges and having contingency plans in place to manage any shifts in the sales cycle.

Highlight specific methods you have used, like leveraging customer feedback to refine offerings, cross-selling/up-selling to existing clients, and implementing targeted marketing campaigns to reach new markets. Use quantifiable success metrics to illustrate your contributions.

Staying updated with life sciences trends can involve subscribing to industry journals, participating in relevant webinars and conferences, and maintaining a robust network with industry professionals. Share examples of how you’ve leveraged this knowledge to impact your sales approach.

Discuss a specific situation where you worked diligently to rebuild trust by understanding the client's concerns, demonstrating accountability, and providing proactive solutions. Illustrate how this effort ultimately led to a successful partnership moving forward.

Teamwork is crucial for success in this role. Be sure to elaborate on how collaborating with cross-functional teams has helped you provide better solutions and leverage diverse expertise for comprehensive client service.

Your approach should begin with thorough market research to understand customer needs, competition, and regulatory factors. Then, tailor your sales strategy to address the unique challenges of this segment, devising targeted outreach plans to engage potential clients effectively.

Ensure client satisfaction by maintaining regular follow-ups, seeking their feedback on solutions provided, and showing that you value their input. You can also implement performance metrics to assess your service quality and adjust your strategies based on client expectations.