Global Account Director at Certara

Job description

Overview Certara accelerates medicines using biosimulation , scientific expertise , software and technology to help biopharmaceutical companies make better drug development decisions. Our clients include more than 2,000 biopharmaceutical companies, academic institutions and regulatory agencies around the world. The Global Account Director (GAD) is the commercial owner and client advocate for an assigned portfolio of accounts and prospects within a defined geographic territory. This includes existing Certara clients, former clients and organizations with which Certara does not yet have a commercial relationship. The role is responsible for developing trusted client relationships, creating new opportunities, growing existing accounts and bringing the breadth of Certara's scientific, software and services capabilities together around the client's most important drug development decisions. GADs do not need to be the deepest scientific expert in every area Certara serves. They must, however, have sufficient scientific and drug development fluency to engage credibly with clients, ask insightful questions, recognize meaningful opportunities and bring the right Certara experts into the conversation at the right time. Success requires curiosity, commercial judgment and the ability to understand not simply what a client is asking Certara to do, but what decision they are trying to make, why that decision matters and what confidence they require to act . The GAD makes Certara easier to work with by providing clear commercial ownership and coordinating the right people and capabilities around the client. Location: preference for Boston, MA Responsibilities Own the Territory and Client Relationship Serve as the primary commercial owner and client advocate for assigned accounts and prospects. Develop and execute territory and account plans that identify opportunities for retention, expansion, new business and strategic relationship development. Build relationships across scientific, clinical, regulatory, operational, procurement and executive stakeholders. Develop a strong understanding of client's pipeline, development priorities, business objectives and organizational dynamics. Maintain regular, meaningful client engagement, including in-person interaction across the territory. Build Certara's presence within the local biopharmaceutical ecosystem and actively develop relationships with prospective clients. Discover and Qualify the Right Opportunities Lead discovery conversations that identify the business and scientific context behind client needs. Understand the critical decisions clients are trying to make, the confidence required to make those decisions and the consequences of delay, uncertainty or failure. Identify the stakeholders involved in the decision, how the decision will be made and the client's priorities, constraints and timelines. Distinguish between stated requests and the underlying problem Certara can help the client solve. Qualify opportunities based on strategic fit, client value, Certara differentiation, likelihood of success and appropriate use of Certara resources. Be willing to challenge, reshape or walk away from opportunities where Certara is not positioned to create sufficient value or win successfully. Orchestrate Certara Around the Client Bring together the appropriate scientific , software, services and commercial expertise based on the client's needs. Ensure internal participants understand the client context, meeting objectives , stakeholders and desired outcomes before client engagement. Lead client conversations while enabling Certara's scientific and technical experts to provide the depth and credibility appropriate to the opportunity. Connect capabilities across Certara where doing so creates greater client value rather than defaulting to individual products or organizational silos. Maintain clear commercial ownership as opportunities move across teams and capabilities. Create a consistent client experi