Senior Customer Account Manager
Employment Information
Report this job
Job expired or something wrong with this job?
Job Description
Senior account manager protecting and expanding TraceLink’s life-sciences Track & Trace SaaS revenue. Leading executive engagements, renewals, compliance expansion, forecasting, and ABP commercialization.
Responsibilities:
- Protect, grow, and strengthen Track & Trace customer relationships across an assigned portfolio
- Own the complete Track & Trace Agentic Business Process commercialization lifecycle, including account strategy, renewals, compliance expansion, pipeline development, forecasting, and introducing new products and processes
- Execute field-based account strategies with regular travel to customer sites
- Lead in-person Customer Operational Reviews, Executive Business Reviews, commercial planning sessions, and strategic account reviews
- Build trusted relationships with executive, business, compliance, supply chain, quality, and IT stakeholders
- Develop and maintain account plans using TraceLink’s WISE operating platform
- Develop customer expertise in Track & Trace operating models, compliance processes, priorities, and digital transformation initiatives
- Build renewal, expansion, compliance, and Track & Trace ABP pipelines; identify, qualify, and close expansion opportunities
- Position Track & Trace Agentic Business Processes and compliance capabilities including MINT Serialized Shipment and POET Compliance Exceptions
- Build business cases demonstrating operational, compliance, and financial value
- Execute TraceLink’s commercial methodology and MEDDPICC qualification process
- Maintain accurate forecasts, account plans, opportunity strategies, customer engagement plans, documentation, and pipeline hygiene in WISE and CRM
- Participate in forecast, opportunity, account strategy, and business operating reviews
- Identify and refer qualified Supply Chain ABP opportunities
- Partner with the Supply Chain ABP sales organization to coordinate customer engagement while retaining Track & Trace ownership
- Identify customer health and commercial risks, coordinate internal resources to resolve issues, and protect recurring revenue
- Collaborate with Customer Success, Professional Services, Product Management, Marketing, Solution Consulting, and Support
- Represent customer priorities internally and advocate for customer success
- Deliver retention, expansion ARR, successful ABP introductions, CORs/EBRs, qualified referrals, forecast accuracy, pipeline hygiene, and commercial process compliance
Requirements:
- 6–10+ years of proven outside sales, field-based enterprise account management, strategic account development, or enterprise software sales experience managing tier-1 key accounts
- Experience in an outside sales model, including travel up to 20% for face-to-face meetings, on-site EBRs, and executive rapport
- Experience managing complex strategic customer relationships
- Demonstrated success protecting and expanding recurring software revenue
- Experience engaging executive business and IT stakeholders
- Strong commercial negotiation, opportunity qualification, forecasting, and account planning skills
- Experience utilizing CRM systems and structured commercial sales methodologies
- Proven record establishing collaborative internal cross-functional relationships
- Excellent written, verbal, and executive communication skills
- Preferred: life sciences, healthcare, supply chain, ERP, or enterprise SaaS experience
- Preferred: knowledge of pharmaceutical compliance, serialization, or supply chain operations
- Preferred: experience using MEDDPICC or similar enterprise opportunity qualification methodologies
- Preferred: experience working in cross-functional enterprise commercial organizations
- Core competencies include outside sales and territory management, field presence and on-site executive engagement, executive relationship management, strategic account planning, commercial negotiation, customer business acumen, enterprise SaaS, consultative selling, business value selling, MEDDPICC, WISE Commercial Methodology, pipeline and forecast management, cross-functional leadership, and executive communication and presentation
Benefits:
- Competitive compensation
- Benefits
Similar Jobs
National Account Manager – US Distribution
National Account Manager shaping Abbott Point of Care’s US medical distribution strategy. Managing distributor performance, contracts, analytics, and cross-functional commercial initiatives.
Strategic Partnership Manager
Strategic Partnership Manager growing PurpleLab’s healthcare advertising and real-world data partnerships. Managing ad tech, identity, channel relationships and revenue expansion.
Manager, Policy – Utility Partnerships & Innovation
Policy manager advancing CEBA’s utility partnerships and clean energy customer programs. Leading regulatory engagement, stakeholder initiatives, and high-impact policy projects.
Senior Strategic Account Manager
Strategic Account Manager launching Replimune’s innovative melanoma therapy. Developing oncology account strategies and improving patient access across multidisciplinary treatment centers.
Inside Channel Account Manager – iCAM, EMEA/US/APAC
Channel Account Manager scaling Sophos’s MSP cybersecurity ecosystem across ASEAN. Driving partner activation, recurring revenue, product adoption, and consumption-based growth.
Regional Territory Manager – Cardiopulmonary
Regional GCC Cardiopulmonary Territory Manager supporting LivaNova’s medical device strategy, distributors, market intelligence, and scientific programs across the region.
Account Manager – Graphic Arts
Canon Account Manager growing Graphic Arts production-print solutions and capital equipment sales. Building executive relationships and developing ROI-based business cases across a field-based territory.
Senior Consultant, Distribution Partnerships
Sr. Consultant growing TransUnion's technology-platform distribution partnerships across Auto, Mortgage, and Financial Services. Driving partner adoption, revenue growth, and new partnership opportunities.
Account Manager
Account Manager maximising bookseller sales for Penguin Random House, the world’s largest trade book publisher. Managing customer relationships, promotional activity, orders, and sales budgets.
Senior Customer Account Manager
Senior Customer Account Manager owning enterprise post-sale relationships for Nerdio’s Azure cloud-management platform. Driving onboarding, adoption, renewals, expansion, and customer advocacy.
Dealer Relations Manager
Dealer Relations Manager helping automotive dealerships adopt automotiveMastermind’s predictive sales and marketing platform. Managing dealer relationships, product implementation, training, and retention across the Philadelphia region.
Dealer Relations Manager
Dealer Relations Manager driving CRM product adoption and retention for automotive dealerships. Coaching dealers, managing implementations, and supporting accounts across the Boston region.
Strategic Account Manager
Strategic Account Manager expanding strategic enterprise accounts for Absorb’s AI-driven learning platform. Building account plans, closing upsell opportunities, and reducing customer churn.
Enterprise Account Manager
Strategic account manager expanding enterprise customers for Absorb’s AI-driven learning platform. Building account plans, driving upsell and cross-sell opportunities, and mitigating churn.
Key Account Manager
Key Account Manager driving Abbott Vascular sales, strategic accounts, and clinical adoption across Ontario and Manitoba. Supporting physicians and healthcare systems with endovascular technologies.
Territory Manager – Animal Health
Territory Manager selling Cencora’s MWI Animal Health products and equipment to veterinarians. Managing sales calls, customer relationships, territory goals, and animal-health solutions.
Senior Account Manager – Datacom
Senior Datacom Account Manager growing ADI’s network cabling, data center, and hardware sales. Developing business, managing strategic accounts, and supporting regional go-to-market strategy.
Senior Account Manager – Pro AV
Senior Account Manager growing ADI Global Distribution’s Pro AV customer relationships and market share. Managing sales strategy, negotiations, and account growth across South Florida.
Account Manager – Chromatography Consumables, Food/Environmental
Account Manager managing Netherlands and Flanders accounts for Phenomenex, a life-science analytical chemistry solutions company. Providing chromatography expertise, technical support, demonstrations, and sales growth.
Senior Key Account Manager – Galaxus, Pure-Play E-Commerce
Senior Key Account Manager growing Galaxus partnerships for TQG’s ESN and More Nutrition sports nutrition brands. Driving Swiss revenue, profitability, launches, pricing, and account strategy.