Life Sciences Client Services Lead - Global Salesforce

Company: Slalom
Location: Boston
Posted on: August 7, 2022

Job Description:

Slalom is a modern consulting firm focused on strategy, technology, and business transformation. In more than 43 markets across the US and around the world, Slalom'steams have autonomy to be responsive to the market and do what's right for our teams and clients. They are backed byregional innovation hubs, a global culture of collaboration, and partnerships with the world's top technology providers. Founded in 2001 and headquartered in Seattle, Slalom has organically grown to more than 12,500 employees. We have been named one of Fortune's 100 Best Companies to Work For seven years running and are regularly recognized by our employees as a best place to work. Learn more at slalom.com. In our Salesforce business, we help our clients bring the most impactful customer experiences to life and we do that in a way that makes our clients the hero of their transformation story. We are passionate about and dedicated to building a diverse and inclusive team, recognizing that diverse team members are celebrated for bringing their authentic selves to work and are empowered to build solutions that reach more diverse populations in innovative and impactful ways. Our team is comprised of customer strategy experts, Salesforce-certified experts across all Salesforce capabilities, industry experts, organizational and cultural change consultants, and project delivery leaders. As the 4th largest global Salesforce partner, we are committed to growing and developing our Salesforce talent, offering continued growth opportunities, and exposing our people to meaningful work that aligns to their personal and professional goals. Job Title: Senior Principal, Life Sciences, Client Services As a Senior Principal in our Global Salesforce Healthcare and Life Sciences practice, you'll lead and drive sales pursuits, expand our Salesforce footprint through exceptional client delivery, and develop and cultivate client relationships within the life sciences industry vertical (pharma and med tech). This is an exciting opportunity for a results-driven leader with client management, sales, and client delivery experience working with life sciences customers or as a life sciences operator. This role requires deep industry expertise and the ability to interface with senior level client executives. With this deep expertise comes the ability to help clients think strategically about their investments in the Salesforce platform and the required services to implement. The ideal candidate has experience leading and driving complex technology pursuits and has a passion for both sales and delivery. In this role, you will focus on driving sales pursuits, providing pursuit leadership, client management, client delivery, and leading the Salesforce account strategy in partnership with local market leadership for an account and/or set of accounts in Life Sciences. You will partner with the account lead for how the Salesforce suite of products fits into the total technology/value solution for the clients. Responsibilities:

• Run/manage sales pursuits; serve as a global leader that encourages Pursuit Excellence throughout the deal cycle
• Leads sales pursuits and manages sales process end to end in partnership with local market leadership and global industry and capability leaders
• Proactively engages capability leadership; partners with local leaders, capability and industry leaders to help solution the engagement approach and scope for our clients
• Determines sales strategy inclusive of win themes in partnership with local market leadership
• "Quarterbacks" development of proposal and statement of work
• Drives decision making on deal structure in partnership with solution leads
• Ensures deal due diligence (staffing, financials, legal, risk management, contract approval gates)
• Defines pursuit close plans, identifies blockers and risks, and escalates any issues impacting pursuit progress
• Actively drives pursuits to closure and manages contracting process in partnership with local market leadership Business Development:
  
  • Focuses on landing and expanding to increase our Salesforce footprint on life sciences accounts
  • Responsible for $5-10M+ revenue annually within the life sciences vertical: at an account or set of accounts as defined by Industry Lead
  • Proactively thinks beyond the project and product SKUs to continue to expand our Salesforce and Slalom engagement with our clients
  • Serves as a bridge between pursuit and delivery teams; focuses on identifying opportunities to expand our Salesforce footprint on an account to bring more to our customers in partnership with Salesforce
  • Leverages relationships across the ecosystem to nurture leads, opportunities Client Engagement Management :
    • Builds and cultivates relationships with senior clients (project sponsor, director level and above)
    • Shares industry and Salesforce thought leadership (working with Industry and Capability leadership)
    • Identifies opportunities for Slalom to continue to help our clients achieve business objectives
    • Partners with in-market Accountable Executives to ensure customer success and satisfaction, using Slalom's "Customer Love" survey criteria Delivery & Delivery Excellence:
      
      • Exceptional client delivery; responsible for ---60% individual utilization delivering industry specific solutions and offerings
      • Engages as part of client project teams ranging from 2-15+ consultants, and brings industry perspective and expertise to the overall project engagement
      • Keeps a pulse on industry trends through client engagement and delivery and provides feedback and insights to industry leadership to inform our solution program
      • Provides oversight and project delivery governance best practices, and oversees project delivery quality Industry & Platform Expertise:
        • 10+ years' experience in the life sciences industry
        • Maintains awareness of industry best practices (working with Industry leaders)
        • Broad understanding of Salesforce ecosystem and offerings (working with Capability leaders)
        • Enabling and educating Slalom markets and consultants about the value of Salesforce in life sciences Qualifications:
          • Minimum 5-7 years of account/delivery management experience
          • Experience working with life sciences customers and experience in a large consulting environment or operating environment at a large Life Sciences organization
          • 3-5 years' experience working within the Salesforce ecosystem
          • Previous sales and consulting experience, as well as experience working in an account leadership and/or customer success role
          • Prior experience meeting and exceeding sales targets of a similar size
          • Skilled at leading teams through complex technology solution sales
          • Passionate about healthcare, life sciences, and technology
          • Proven track record in selling through exceptional client delivery
          • Experienced in building relationships with customers (director level and above)
          • Able to partner with clients to understand their organizational needs and recommend solutions that add value to their business
          • Strong customer service and interpersonal skills
          • Budget and project management experience
          • Excellent verbal and written communication skills
          • Able to travel up to 40% (post-COVID) Slalom prides itself on helping team members thrive in their work and life. As a result, Slalom is proud to invest in benefits that include: meaningful time off and paid holidays, parental leave, 401(k) with a match, a range of choices for highly subsidized health, dental, & vision coverage, adoption and fertility assistance, and short/long-term disability. We also offer additional benefits such as a yearly $350 reimbursement account for any well-being related expenses as well as discounted home, auto, and pet insurance. Slalom is an equal opportunity employer that is committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, disability status, protected veterans status, or any other characteristic protected by federal, state, or local laws, and will not be discriminated against on the basis of disability. #LI-DS2

Keywords: Slalom, Boston , Life Sciences Client Services Lead - Global Salesforce, Other , Boston, Massachusetts