Senior Director, Account Partner

Role Description

The ideal candidate is a Transformation executive and strategic seller who can shape and secure our Life Sciences programs. This isn't a traditional sales role; it is a 'player-coach' position for a strategist who can command a boardroom, navigate the complexities of GxP and HIPAA environments, and convert abstract AI visions into multi-million dollar commercial mandates.

As a high-octane problem solver, you will engineer the commercial roadmap and services propositions that accelerate tangible business outcomes. You are the strategic orchestrator of the account, possessing the organizational rigor to document complex workstreams and the professional bravado to align C-Suite stakeholders. By conducting a unified "One Salesforce" pursuit, aligning License Sales, Product, and Customer Success, you chart a clear path for how Salesforce can operate as the primary engine for our customers' digital and agentic evolution.

The Director/Senior Director Account Partner leverages their prior experience leading customer experience, digitization, or sales/service/marketing transformation programs (preferably utilizing the Salesforce platform) as an internal leader or as an external consultant. APs ideally have led multiple transformation programs where they have not only helped paint the picture of the customer’s vision but have also driven execution to achieve the desired value and outcomes. The candidate is confident, experienced, and credible in the C-Suite, with an unwavering ability to influence action and results up, down, and across the organization.

Impact

Success will be defined by your ability to bridge the gap between a client’s strategic aspirations and high-stakes execution, resulting in bookings, program revenue, and software consumption. You will help Salesforce move beyond the role of a traditional vendor to become an indispensable strategic steward for our most complex Life Sciences accounts. Your goal is to engineer and secure large-scale services programs that ensure customers realize the full, transformative ROI of their CRM, AI, and Data investments. The primary measurement of success in this AP role is the orchestration and closure of high-complexity, multi-million dollar services pursuits.

Responsibilities

Commercial Orchestration

• Lead E2E go-to-market motion to build 7- and 8-figure proposals to accelerate customer value in partnership with cross-functional teams across License Sales, Product, and Services

• Serve as the primary conductor for Digital Transformation roadmaps and operating models, moving customers from Legacy Systems to AI-First Enterprises

• Act as the closer for complex services pursuits, leveraging compelling direct & indirect communication to align diverse CxO stakeholders (e.g., CIO, CFO, Head of Commercial Ops)

Account Strategy & Growth

• Drive account planning across strategic Life Sciences customers, designed to deliver customer value by mapping program outcomes to commercial milestones

• Self-originate pipeline and accelerate high-value opportunities by identifying untapped value within the Life Sciences ecosystem

• Demonstrate commercial excellence through rigorous territory planning, deal progression, and close plans

Executive Leadership & Value Realization

• Engage at the CxO level positioning yourself as a long-term trusted advisor from initial vision white-boarding through Program Executive Steering Committee meetings

• Inspire cross-functional teams, often leading with indirect authority aross matrixed teams, including with various internal executive sponsors and external partners (i.e., system integrators and other ecosystem partners)

• Utilize industry and market trends to build tangible pathways to drive scalable and sustainable Agentic innovation

Core Requirements

• 8+ years experience leading technology transformation programs at Fortune 500 companies

• 6+ years of management or internal consulting experience leading large strategic programs, including business development, management of client relationships, and/or delivery oversight

• 5+ years of experience leading, managing, coaching, and developing staff

• Expertise in at least one of the following areas: Sales, Service, Marketing, Omni-channel, Customer Experience, Technology Delivery, and Operations

• Present business value led pitches and effectively negotiate terms with commercial rigor & sound business judgment

• Significant experience managing C-suite customer relationships and executive objection handling

• Demonstrated ability and willingness to balance strategic thinking and ‘roll up sleeves’ to drive customer and team success

• High emotional intelligence, including empathy, curiosity, and desire to improve and constantly learn

• Travel is an integral part of this role

• Strong academic credentials - bachelor’s degree required; relevant technical or business (MBA) post-graduate degree preferred

Preferred Requirements

• Track record of strong performance across blended consultative sales, technology sales and/or technology program delivery

• Experience owning pursuit teams and participating in the proposal development process; demonstrated negotiation and conflict management skills

• Experience leading client, internal teams, and partners (e.g. system integrators) without positional authority in all three facets of digital transformation: technology, business, and culture change

• Strong technical acumen and experience working with technical teams

• Prior role as an executive with excellent verbal, interpersonal, and presentation skills, with a track record of decisive decision making

• Experience selling and/or delivering Professional Services in a context similar to Salesforce or a Global System Integrator type environment

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