Excelra
Client Partner
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Role Summary
In this role you will own the full commercial lifecycle within your territory: identifying and engaging high-value prospects, developing and winning opportunities in a consultative manner, and ensuring strong handover to delivery teams to drive long-term account growth. You will work across Pharma, Biotech, CRO, Agrochemical, Food & Beverage, CPG, and adjacent life science verticals.
This is a new business focused role that rewards strategic thinking. You will be expected to engage senior decision-makers including Heads of Informatics, VP R&D, Chief Data Officers, and IT leadership as a peer, bringing genuine domain expertise to every conversation.
Key Responsibilities
Commercial Growth & New Business
- Drive new customer acquisition across target segments, leveraging your existing network to open doors at senior decision-maker level.
- Own the full commercial cycle from prospecting and qualification through to proposal, negotiation, contract close, and delivery handover.
- Develop and execute a territory plan aligned to Excelra’s go-to-market (GTM) strategy, with clear account prioritisation and pipeline coverage targets.
- Identify and develop new use cases and service opportunities in collaboration with Scientific Informatics SMEs and the solutions team.
Client Engagement & Advisory
- Engage clients in an advisory manner, thinking like the customer to develop solutions that address their specific R&D and informatics challenges.
- Build and maintain trusted, long-term relationships with senior stakeholders across Corporate, R&D, Manufacturing, and IT functions.
- Travel globally to develop and deepen client relationships, representing Excelra at industry events and conferences.
Internal Collaboration
- Collaborate closely with the two global Key Account Management (KAM) heads to drive sustainable revenue within named strategic accounts.
- Partner with territory managers across geographies, supporting their individual Scientific Informatics revenue targets and helping them develop and close opportunities.
- Work with Inside Sales to drive effective prospecting, and with the Customer Solutions team to develop winning proposals.
- Utilise CRM rigorously to maintain accurate pipeline data, visit reports, forecasts, and sales trend analysis for reporting to CCO.
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Market Intelligence & Strategy
- Bring deep understanding of technology trends, competitive dynamics, and market needs to help shape Excelra’s GTM strategy for the Scientific Informatics business.
- Help identify emerging buyer segments and untapped market opportunities, particularly in areas such as AI/ML-driven R&D, knowledge graphs, and cloud-native lab informatics.
What Success Looks Like
In the first 12 months, a strong performer in this role will have:
- Built a qualified pipeline of 3–5x annual revenue target within the first 6 months.
- Closed initial new logo business, demonstrating the ability to convert prospects independently.
- Established trusted relationships with key decision-makers across a defined set of priority accounts.
- Contributed meaningfully to GTM strategy and service development based on market feedback.
Longer-term, success is measured by sustained revenue growth, new logo acquisition rate, account retention and expansion, and contribution to Excelra’s broader commercial strategy.
Required Experience & Skills
Essential
- Proven track record of selling Scientific Informatics solutions to global Pharma, Biotech, CRO, or adjacent life science organisations, with demonstrable revenue growth.
- Strong existing network of senior/decision-maker level relationships in the life science R&D informatics space that you can activate from day one.
- Deep understanding of drug development processes and R&D use cases, with the ability to engage credibly with scientific and technical stakeholders.
- Experience owning the full commercial cycle from prospecting and solution development through to contract close and account handover.
- Demonstrated ability to work in a consultative, advisory manner with complex, multi-stakeholder accounts.
- Comfortable working in a global organisation spanning multiple time zones, with willingness to travel internationally.
- Bachelor’s degree minimum, preferably in a life science or technology discipline.
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Highly Desirable
- Advanced degree (MSc, PhD) in a relevant scientific or technical field.
- Experience selling Lab Informatics (LIMS, ELN, SDMS), Scientific Data Management, or AI/ML solutions for R&D environments.
- Familiarity with key platforms in the space (LabVantage, IDBS, Dotmatics, Benchling, BIOVIA, etc.).
- Exposure to regulatory frameworks (GxP, FAIR data principles, etc.) relevant to life science informatics.
- Experience in a high-growth, scale-up environment where commercial agility and autonomy are essential.
What We Offer
- Competitive base salary with generous OTE structure reflecting the seniority and impact of the role.
- A genuine growth story: Excelra is scaling rapidly and this role carries real influence over commercial strategy, not just execution of it.
- Access to a world-class solutions and delivery organisation; you will be selling with credibility behind you.
- A collaborative, entrepreneurial culture with global reach, where domain expertise is valued as highly as commercial results.
- The opportunity to shape Excelra's Scientific Informatics go-to-market strategy at a pivotal moment in the company's growth.
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