Job Specifications
Veranex’s mission as an Innovation CRO is to improve patient outcomes by accelerating our clients’ innovations to market. As the world’s only end-to-end professional services firm focused on MedTech, we take clients’ Vision to Velocity through our comprehensive service portfolio, with expertise in human centered design and product development, preclinical and clinical research, regulatory affairs, and market access and reimbursement consulting.
Strategic Engagement Leader
Location: US
Remote
About This Role:
We are seeking a motivated and experienced Strategic Engagement Leader to join our dynamic team.
As a lead executive sales professional and corporate liaison for Veranex, it is your responsibility to represent and successfully position the Company’s entire portfolio of services to executive and functional stakeholders / decision makers at a group of named “Strategic Accounts” that are among Top 100 MedTech and Diagnostic firms globally. In addition to growing contracted sales at your named accounts, it is also your responsibility to lead strategic accounts teamwork and shoulder corporate liaison responsibility for advisory boards, panels, professional societies, etc.
Must have experience selling into the Top 100 Medical Device companies.
What You Will Do:
As the primary liaison for Veranex, professionally represent and successfully position the entire portfolio of Veranex’s services to executive and functional stakeholders / decision makers at Top 100 MedTech and Diagnostic firms (biotech and pharma included)
Profile and segment companies; identify targeting strategies for each: prioritize, focus, qualify, advance or not, measure, re-evaluate
Understand the C-suite's mid- and long-range strategy, investment decisions, and M&A activity to execute their strategy, and proactively position and contract Veranex’s services to enable it.
Work at the most senior executive level with corporate, business unit, and functional stakeholders of med tech firms between $1B and 10B in revenue.
Leverage existing Veranex programs and client relationships to sell additional Veranex offerings/service lines across client portfolio to drive expansion and account penetration
Oversee the execution of the CDA and MSA for both Veranex and Client; orchestrate internal input to drive to completion
Orchestrate Veranex’s internal SME and PMO resources to successfully develop and execute contract opportunities, driving efficiency and eliminating redundancies
Oversee corporate wide deal structures, incentives, to secure “preferred partner status” on behalf of Veranex.
Deliver significant growth through successful executive sales and account management strategics to identify, create, and book large-scale contracts that represent Veranex’s entire portfolio
Effectively utilize CRM (Salesforce) to manage leads, opportunities, and sales strategy inclusive of customer’s key stakeholder contacts.
Qualifications:
Required skills:
Bachelor’s degree and 12 or more years of experience B2B selling into large Medical Device companies ($1 B+ in annual sales).
Must have successfully sold large SERVICES projects into the leading Medical Device companies (MedTech companies with more than $1 B in annual sales).
Must have a strong understanding of the Early-Stage R&D New Product Development Lifecycle of Medical Devices. Must understand the pre-commercial Innovation process of creating a new Medical Device from the "Concept" stage. This includes selling services like 'initial design' consultation, new product development services, R&D services, Protype design consulting services, NRE, etc. (Selling POST-commercialization services like manufacturing of an already designed medical device, is not a fit.)
Must have existing relationships with the key decision-making executives within the top Medical Device companies. This includes C-suite, SVPs, EVPs, Business Unit GMs, and especially the Heads of Innovation, New Product Development, R&D, and Regulatory/Quality.
Should be perceived as a Strategic Partner in the Medical Device R&D space and curated, moderated, or served as a Speaker on Industry Panel Discussions and Advisory Boards.
Must be strong in Cross-functional selling (e.g. various functional call points within an organization, including legal, finance, strategy, corp. Dev / M&A, R&D, Marketing, and Clinical/Regulatory/Quality).
Must be strong in Value-based services selling (CRO, consulting, software implementation, etc.). Long-cycle strategic selling at the highest levels of an organization. Demonstrated proficiency learning and selling a broad, diverse portfolio of services.
Must have strong Track record of consistently exceeding aggressive sales quotas and regularly have more than $10 M in annual sales. Strong preference for over $100 M in annual sales.
Experienced at team selling, identifying, and coordinating diverse internal resources to develop and deliver compelling communication, proposals, and project execution for customers.
Agil
About the Company
Veranex is the world's first global Innovation Contract Research Organization (iCRO) providing integrated product development and contract research services for medical device and in-vitro diagnostic companies. Founded in 2021 but with a legacy over 20 years, Veranex combines design engineering, preclinical research, clinical trials, regulatory affairs, quality consulting, manufacturing, and market access services under one roof. This integrated approach eliminates traditional handoffs between development phases, reducing ti...
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