IBM Watson Health - Director of Business Development - Clinical Trials in San Francisco, California

Job Description

Watson Health - Director of Business Development – Clinical Trials

Location: You can live anywhere in the US near a major airport, but your ideal residence is on the East coast.

The newly formed IBM Watson Health business unit is now looking for talented individuals destined to usher in the next era of healthcare. We live in a time of remarkable change and opportunity. The convergence of data and technology is transforming healthcare and life sciences organizations in every way. New roles are being created that never existed before to meet the demands of this transformation.

Job Summary:

This position is a hunting role responsible for selling our clinical trial software to industry segments that include Pharmaceutical, Biotechnology, Medical Device, Contract and Academic Research Organizations (CROs and AROs), or Public Sector.

You will be selling IBM Clinical Development, which is a cloud-based data management platform with an advanced electronic data capture (EDC) system. For more information, please visit https://www.ibm.com/us-en/marketplace/clinical-development

You will be making strategic cold calls, qualifying opportunities, penetrating new accounts, expanding existing client relationships, or managing strategic partnerships.

Candidates must* have: Five or more years of selling clinical trial software to Sponsors, CROs, or AROs with a deep rolodex and track record of success.

Essential Job Duties:

  • Work independently and collaborate with other Watson Health Portfolio Sales professionals to meet and exceed quarterly and annual sales targets.

  • Generate new business leads and manage the end-to-end sales process.

  • Successfully complete technology platform training, including certification.

  • Pursue a program of self-development through the use of selected reading, seminars, and participation in continuing education.

  • Achieve full proficiency at demonstrating technology solutions to prospects in client meetings and tradeshow settings.

  • Develop and manage assigned accounts/territories by contacting targeted market segments and managing the pipeline daily.

  • Work with Senior and Executive Leadership Team, Market Leader, and Marketing to support trade shows.

  • Identify and communicate possible platform improvements based on direct customer interactions and input.

  • Be a mentor for Associate Directors to help grow and develop more junior members of the team.

Required Technical and Professional Expertise

  • Five or more years of selling clinical trial software to Sponsors, CROs, or AROs with a deep rolodex and track record of success.

  • Four-year degree or equivalent combination of education and experience.

  • Experience working directly with senior executives (VP, SVP and above).

  • Experience selling advanced technology products or solutions that require a 6-18 month decision cycle, involve multiple stakeholders, and are comparatively large in individual order value.

  • Knowledge and comprehensive understanding of the field of clinical research and related operating needs.

  • Strong presentation and public speaking skills are essential.

Preferred Tech and Prof Experience

  • Eight or more years of selling clinical trial software to Sponsors, CROs, or AROs with a deep rolodex and track record of success.

  • Results-oriented individual with a track record of substantial professional sales accomplishments.

  • Experience in public speaking at conferences or business events.

  • Experience working with business leaders and technology innovators, with a demonstrated ability to forge successful sales and market strategies.

EO Statement

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.