Account Executive - eProcurement Integrations

Employment Type: [Not Specified] Location Type: [Not Specified] Salary: [Not Specified]

Position Overview

The Account Executive is responsible for driving eProcurement integrations for Twist Bioscience's B2B punchout platform/eCommerce experience, connecting buyers, suppliers, and partners for gene synthesis products. The role is accountable for ensuring smooth and speedy integrations for customers. The Account Executive must maintain knowledge of competitor products and commercial strategies, identifying and escalating competitor activities in a timely manner. Additionally, they are responsible for providing customer feedback on Twist Bioscience products and identifying unmet customer needs to drive new product development.

Responsibilities

• Active lead prospecting and demand generation through research and identification of new business opportunities across multiple customer segments.
• Understand and present the Twist punchout catalog's value proposition and competitive differentiators internally and externally through innovative solution presentations, proposals, demonstrations, webinars, and other channels.
• Define and present value creation models for existing and new customers that can be delivered through a Twist punchout catalog.
• Collaborate with internal and external teams to define, design, and detail the technical aspects and feasibility of proposed solutions, demonstrating a full understanding of customer business needs and technical requirements.
• Identify and foster relationships that provide direct access to executive-level decision-makers and key stakeholders across business, IT, and procurement teams.
• Navigate complex sales cycles, communicate contextual value propositions, and negotiate key contracts and annual renewals.
• Collaborate with the engagement/professional services team to ensure effective scoping and smooth project and implementation hand-offs.
• Collaborate with sales and account management teams to build commercial propositions aligned with strategy and relevant business cases.
• Create and deliver technology demonstrations, presentations, and tailored proof-of-concepts/pilots.
• Provide technical support to Marketing for Regional Workshops, Customer User Group Meetings, Sales Seminars, and Trade Shows.
• Frequent, short-term travel is expected.

What You’ll Bring to the Team

• 3+ years of experience selling enterprise software or data management applications, preferably SaaS.
• Knowledge of life sciences R&D, either through industry experience or academia. A B.S. degree is preferred.
• Must possess knowledge of cXML, punchout/hosted catalogs, and integration workflows for popular eProcurement platforms such as Jaggaer, Ariba, Coupa, etc. (preferred).
• A proven ability to understand and communicate with all key players from Procurement and Finance & Accounting departments, including CPO, Category Management, Supplier/Contract Management, CFO, Accounts Payable, and Operations personnel.
• Solid technical aptitude and knowledge of software, networking, and information technologies are essential.
• Ability to work collaboratively under pressure and manage priorities while meeting deadlines.
• Proactive, independent thinker with high energy and a positive attitude.
• Demonstrable history of consistently achieving or exceeding ambitious sales targets by driving top-line revenue and complex expansions.
• Dynamic communication skills and the versatility to connect effectively with a range of stakeholders, including scientists, team project leads, and industry executives.
• Strong negotiation skills and a demonstrated ability to execute and close multi-million dollar contracts.

Key Attributes

• Capability of understanding prospect pain points and requirements, and correlating potential business to value.
• Strong and professional communication skills – written, verbal, and presentation.
• Aptitude to manage numerous requests and time demands while achieving goals.
• Promotes a strong sense of urgency for reaching goals and key deliverables; acts without being told what to do.