Senior Director, Global Strategic Accounts

4 weeks ago

Woking, Surrey, United Kingdom Danaher Full time

IDBS is a dynamic and innovative company providing purpose-built software solutions to address the data management challenges prominent across the BioPharma lifecycle and supply chain.

Leveraging more than 30 years of experience in life science informatics, we are uniquely positioned to deliver a portfolio of innovative BioPharma knowledge management technologies to streamline the capture, analysis, reporting and sharing of data required to accelerate the next generation of life-changing therapies.

Cloud-native and analytics-centric, our platforms enable customers in research, development and manufacturing to efficiently and compliantly access critical data and insights to make faster, smarter decisions with greater confidence.

IDBS serves thousands of users across hundreds of organizations around the globe. Our predominant customer base is Life Sciences and includes 23 of the top 25 pharmaceutical companies and more than 250 small and medium-sized pharma and BioPharma companies, CROs, CDMOs and CMOs.

IDBS is one of 10 Life Sciences companies of Danaher. Together, we accelerate the discovery, development and delivery of solutions that safeguard and improve human health.

Do you want to work with a fast-paced, global, diverse team? Do you enjoy solving some of the hardest challenges in emerging and global biopharma companies and their contractor partners (CRO/CDMO)?

We are currently seeking a Director, Global Strategic Accounts who will be responsible for leading the sales organization responsible for customer acquisition, revenue generation and growth across top-tier Biopharmaceutical and CRO/CDMO accounts. This is a remote position, with frequent travel to IDBS offices and customer sites. Easy access and frequent travel to IDBS offices in Boston (USA) or Woking (UK) will be required.

What we'll get you doing:

  • Commercial Leadership – Forge executive Relationships and deliver growth in IDBS's key customers. Deliver world class commercial execution through training, mentorship, and flawless planning.
  • Management – Direct line management responsibilities of the strategic account management team. Lead by example in engaging high-profile customers, developing robust account plans, and through driving execution through daily management.
  • Financial – Drive new logo acquisition and ARR expansion in targeted top-tier accounts. Deliver accurate forecasting and on-time-delivery of new business.
  • Performance – Lead high-performing, revenue generating teams that compete to win top tier customers, by delivering strategically aligned business transformation. Coach and grow the team while maintaining a close engagement with deals and customers.
  • Talent – Identify and develop talent in enterprise SaaS sales, leading according to Danaher core behaviors.
  • Continuous Improvement and Innovation – Champion a culture of continuous improvement and innovation. Enable the Commercial organization with tools, processes and structure that realize IDBS' growth ambitions.
  • Inclusive Culture – Drive accountability while leading by example to ensure we continue to attract, develop and retain a diverse team where all associates can thrive.

Here is what success in this role looks like:

  • Has proven background and experience in years of sales management experience and can create opportunities and momentum in complex sales cycles months)
  • Proven track record of delivering SaaS growth by leading high-performing teams
  • Previous experience engaging C-Suite decision makers to close multi-million-dollar SaaS deals
  • Good understanding of the challenges and opportunities across the R&D or manufacturing lifecycle within BioPharma and CDMO markets
  • Ability to deliver both short-term results, while building and executing mid-long term strategic plans
  • Demonstrated management and leadership skill; building and maintaining an engaged and motivated commercial team
  • Proven ability to engage C-Suite stakeholders with clarity and influence customer strategy and decision making
  • Outstanding stakeholder management skills – a team player

It would be a plus if you also possess previous experience in:

  • Pharmaceutical and Life Sciences sales experience
  • Scientific or Scientific Sales background in Biology, Biochemistry, Molecular Biology, Chemistry or Process Engineering
  • Challenger Sales methodology

At IDBS we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for IDBS can provide.

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company's sole discretion, consistent with the law.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow's science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what's next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.

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