Sales Executive I

Locations: Bracknell, United Kingdom

Reports to: Sr Scientific Sales Manager

Job Overview:

Sales Executive to join our fun-loving and unique commercial team to help build our rapidly growing business. You will utilise your technical knowledge, deep insight of the customer and broader industry knowledge to maximise and monetise the value of the OpenEye solutions, selling leading-edge software for computational chemistry, molecular design, and cloud-based scientific computation. You will develop and maintain open and honest relationships with current and prospective customers to maximise long-term revenue through selling of OpenEye solutions. You will need to rely on your relationships, knowledge, and superior communication skills to connect with business and technology customer stakeholders, identify critical customer challenges and gain buy-in to drive new business.

Job Responsibilities:

• Maintain a good understanding of the OpenEye product line, research pipeline, vision, and philosophy.
• Communicate OpenEye knowledge to customers. Spend time interacting with current and prospective customers through video, phone, email, and site visits to optimally generate both maintenance revenue and new sales.
• Manage complex sales cycles including successful contract negotiations, involving high TCV greater than $2M. Help OpenEye grow in the existing market and establish new markets.
• Coordinate regional activities including software evaluations with application scientists and technology specialists.
• Work closely with colleagues in sales on global accounts.
• Generate and send new and renewal quotes; create, track, and update sales opportunities and information within SalesForce or other software systems.
• Provide territory financial updates as needed for senior management.
• Work with application scientists to develop and implement a regional plan to achieve sales growth.
• Attend scientific conferences representing OpenEye.
• Attend company and sales group meetings in the US.
• Travel to customer sites and internal meetings.
• Work with the marketing group; including conferences, event planning and execution.
• Collaborate with OpenEye colleagues and problem-solve as necessary to overcome sales obstacles.

Job Qualifications:

• Bachelor’s degree or greater in a scientific area, with a strong preference for Computational Chemistry.
• 5+ years of successful experience selling either software, services, or hardware into the drug discovery market.
• Must have ability to call “high” (Executive Management) and help drive multi-million-dollar, complex sales campaigns with multiple decision makers and influencers across the customer organisation.
• Deep understanding of the drug discovery market relevant to the customer ecosystem.
• The ability to foster and grow customer relationships throughout all levels of the customer organisation to better connect our solutions with the customer's problems/business challenges and ensure roadmap alignment for long term success.
• A proven track-record demonstrating ability to identify and understand customer pain-points and the ability to communicate this to a broad range of technical and non-technical persons.
• Knowledge and demonstration of the ability to manage the complete sales process, strong communication skills, and the ability to interact with engineering and financial staff at all levels.
• A track record successfully managing multiple priorities, working with, and managing cross functional teams, and driving results as evidenced by overachievement of sales goals.
• (2+ years of successful people management experience.)
• Ability to meet deadlines, prioritise and plan.
• Ability to work independently, but also cooperatively with staff inside and outside of the department.
• Excellent written and verbal skills.

The following are a PLUS, but not required:

• Experience selling scientific software or SaaS into a research environment.
• Demonstrable experience of closing complex software sales.
• Sales experience in the pharmaceutical and biotechnology industry.
• A comprehensive network within the drug discovery market across EMEA driving our internal initiatives would be highly advantageous.

Additional Information:

Cadence is committed to equal employment opportunity and employment equity throughout all levels of the organisation. We strive to attract a qualified and diverse candidate pool and encourage diversity and inclusion in the workplace.

Travel: You will be focused primarily on customers located in the UK. You may be called upon to interact with customers in other regions, and/or worldwide academic and government accounts, as needed. Employment is remote, with a preference for applicants that live in the Southeast of England (London/Cambridge/Oxford triangle). This position requires travel of up to 50%.

We’re doing work that matters. Help us solve what others can’t. Cadence plays a critical role in creating the technologies that modern life depends on. We are a global electronic design automation company, providing software, hardware, and intellectual property to design advanced semiconductor chips that enable our customers create revolutionary products and experiences. Thanks to the outstanding calibre of the Cadence team and the empowering culture that we have cultivated for over 25 years, Cadence continues to be recognised by Fortune Magazine as one of the 100 Best Companies to Work For. Our shared passion for solving the world’s toughest technical challenges, our dedication to pushing the limits of the industry, and our drive to do meaningful work differentiates the people of Cadence. Cadence is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, colour, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, basis of disability, or any other protected class.