Ecosystem Sales, Integrated R&D

Overview

Certara accelerates the potential of bringing medicines to market and to patients using biosimulation software, technology, and services to transform traditional drug discovery and development. Our clients include more than 2,400 biopharmaceutical companies, academic institutions, and regulatory agencies across 70 countries.

Our goal is to enable the life sciences industry’s use of data, modeling, and analytics to make better decisions across the various phases of discovery and drug development. Our software and scientists incorporate modern advances in scientific understanding, drug development experience, data analysis, and AI resulting in significant opportunities to decrease the cost and increase the probability of success for new drug approval and commercialization.

The R&D Partner is a senior individual contributor who sells large, complex, multi-year deals that bring together Certara’s software and services across the full drug development lifecycle, from discovery through regulatory approval and market access. These deals are not single-product sales. They combine capabilities from several Certara portfolios into one integrated solution for pharmaceutical and biotech customers, and they may involve partners within Certara’s ecosystem. [Confirm ecosystem scope, e.g., alliance, channel, and partner-involved deals.] The role sits in the Transformative Growth team and works through the regional account teams, Global Account Directors, and Portfolio Leaders, not around them.

Responsibilities

• Originate and close large integrated deals: Identify, shape, and win multi-portfolio opportunities that span discovery, preclinical, clinical, regulatory, and post-approval needs.
• Sell the full-cycle story: Position Certara’s combined software, modeling and simulation, regulatory, and consulting capabilities against a customer’s development pipeline and business goals.
• Engage senior buyers: Build and sustain executive relationships (R&D, clinical development, regulatory, and procurement leadership) at pharmaceutical and biotech customers.
• Orchestrate Certara: Assemble the right pursuit team across Portfolio Leaders, Solutions Consultants, scientific and delivery leads, Commercial Operations, Legal, and Finance. Lead the deal strategy and the customer conversation.
• Structure the deal: Work with Commercial Operations, Finance, and Legal on pricing, contract structure, and terms for complex, multi-year, multi-element agreements.
• Work the ecosystem: Where deals involve alliance, channel, or other ecosystem partners, develop and manage those relationships within agreed governance and approval rules. [Confirm.]
• Coordinate to avoid account conflict: Agree in advance with regional heads, Global Account Directors, and Portfolio Leaders on account ownership, shared bookings credit, and escalation, and document it.
• Forecast and report: Keep CRM records current, provide accurate forecasts, and take part in pipeline and business reviews.
• Share market insight: Bring customer and market feedback on integrated-R&D buying trends back into commercial strategy.

Success Measures

• Attainment of individual bookings quota on integrated, multi-portfolio deals.
• Qualified pipeline and win rate on large integrated opportunities.
• Number of customers buying across software and services, and growth in cross-portfolio penetration.
• Deal quality: margin, contract term, and successful handoff to delivery.
• Forecast accuracy and CRM discipline.
• Feedback from customers and internal account teams on coordination and value delivered.

Qualifications

• 12+ years of enterprise sales, business development, or account leadership experience selling complex software and/or scientific or consulting services to pharmaceutical or biotech companies.
• Proven record of closing large, multi-year, multi-million-dollar deals, preferably combining software and services.
• Strong understanding of the drug discovery and development process, from discovery through regulatory submission and market access.
• Demonstrated ability to engage and influence senior R&D and executive buyers.
• Experience leading complex pursuits across a matrixed organization without direct authority.
• Experience with consultative or value-based selling methodologies and Salesforce CRM.
• Strong negotiation, communication, and executive presence.
• Bachelor’s degree required. Advanced degree in life sciences, business, or a related field preferred.
• Willingness and ability to travel extensively.

Certara bases all employment-related decision on merit, taking into consideration qualifications, skills, achievement, and performance. We treat all applicants and employees without regard to personal characteristics such as race, color, ethnicity, religion, sex, sexual orientation, age, nationality, marital status, pregnancy, physical or mental condition, genetic information, military service, or other characteristic protected by law.