Portfolio Account Manager- Phoenix

About the role

Serves as a primary contact for clients utilizing Certara’s Phoenix and Integral platforms, ensuring they achieve maximum value from these industry-leading solutions. Phoenix is the global gold standard for pharmacokinetic and pharmacodynamic (PK/PD) analysis and regulatory reporting, while Integral provides a secure, cloud-based environment to manage, organize, and share clinical and nonclinical data across teams and studies. Supports clients in adopting these tools to streamline data analysis, improve collaboration, and accelerate decision-making in drug development.

Builds strong relationships with client stakeholders, aligning their objectives with Phoenix and Integral capabilities to enhance efficiency and compliance in regulatory submissions. Plays a key role in advancing Certara’s mission by helping organizations leverage Phoenix for high-quality PK/PD modeling and Integral for centralized, secure data management—ultimately enabling faster, more reliable development of new therapies.

This role requires strong initiative, self-motivation, and collaborative skills to work with other team members within and externally to Certara. The ideal candidate will possess a strong complex sales aptitude and a willingness to grow sales utilizing complex sales methodologies and approaches. You will develop, coordinate, and implement plans designed to increase existing business and create/capture new opportunities. You must be keenly aware of organizational growth initiatives related to the life science market and target customer segments, as well as Certara’s potential to meet customer needs with our software products and services. Ultimately, you are responsible for bookings and revenue growth through value creation for your customers.

Responsibilities

• Establish multiple-level contacts within assigned accounts by presenting to, consulting with, and cultivating relationships at all influencer levels, including C-level executives.
• Qualify companies and contacts to understand the customer’s key needs/challenges through identification, discovery, planning, and account/customer qualifications.
• Grow sales by successfully initiating client contacts, generating new leads, and following up on assigned leads.
• Identify, profile, and aggressively pursue new clients in the life sciences industry.
• Grow sales and follow-up leads into sales through professional key account management.
• Develop client-specific solutions presentations and contribute to the RFP response and proposal process, developing appropriate win strategies based on your knowledge of the client.
• Work with marketing/BD to formulate lead-generation plans that will lead to new revenue generation opportunities.
• Participate in professional trade shows and clinical conferences (or equivalent), setting up client meetings, exhibit coverage, and lead generation.
• Document communication/discussions and all opportunity details in SalesForce.com to ensure a tracked record of existing correspondence and/or future next steps required.
• Utilize market knowledge and industry contacts to grow the Software and Service business in line with agreed commercial goals. This will include pursuing new product opportunities, identifying new contacts and accounts, and broadening the range of business in existing accounts.
• Meet/exceed sales quota on a monthly, quarterly, and annual basis.
• Follow Certara processes and best practices for properly working Marketing Qualified Leads (MQLs).
• Document all activities (phone and email outreach) within Salesforce Lightning CRM.

Qualifications

• 5+ years as a business development manager, preferably within the top 50 pharmaceutical companies and enterprise B2B SaaS industry.
• Master’s degree (in a science discipline) or advanced business degree preferred.
• Excellent communication skills, both verbal and written.
• Attention to detail for capturing all sales interactions into Salesforce.
• Strong organizational skills with the ability to multi-task and set priorities.
• Ability to work in a high-energy team environment.
• Able to fully utilize the MS Office suite (Excel/Word/PPT).
• Proven track record of high-level sales performance in a competitive, dynamic marketplace.

Skills & Values

• High degree of professionalism: Lives the values of transparency, authenticity, collaboration, respect, and accountability.
• Has a “Growth Mindset”.
• Is a “Continuous Learner”.
• Ability to work autonomously and flexible with a roll-your-sleeves-up mentality.