Senior Vice President, Strategic Solutions

At Advarra, we are passionate about making a difference in the world of clinical research and advancing human health. With a rich history rooted in ethical review services combined with innovative technology solutions and deep industry expertise, we are at the forefront of industry change. A market leader and pioneer, Advarra breaks the silos that impede clinical research, aligning patients, sites, sponsors, and CROs in a connected ecosystem to accelerate trials.

Company Culture 

Our employees are the heart of Advarra. They are the key to our success and the driving force behind our mission and vision. Our values (Patient-Centric, Ethical, Quality Focused, Collaborative) guide our actions and decisions. Knowing the impact of our work on trial participants and patients, we act with urgency and purpose to advance clinical research so that people can live happier, healthier lives. 

At Advarra, we seek to foster an inclusive and collaborative environment where everyone is treated with respect and diverse perspectives are embraced. Treating one another, our clients, and clinical trial participants with empathy and care are key tenets of our culture at Advarra; we are committed to creating a workplace where each employee is not only valued but empowered to thrive and make a meaningful impact.

Job Overview Summary 

The successful candidate will be responsible for leading a specialty sales team focused on selling specific Advarra technology and data solutions that address the unique business challenges within the clinical trial business process. The candidate must be a subject matter expert in this domain with a strong background in sales and business development. 

Job Duties & Responsibilities 

• Provide go-to-market leadership, direction and management of Advarra solutions across the organization
• Collaborate with leadership in Sales, Product, and Operations to understand and optimize our software solutions for target markets
• Engage with Marketing, Sales, Client Executives, Customer Success, and Professional Services to qualify opportunities, continue to build product momentum and increase Advarra market share 
• Build client relationships and act as product and domain experts for specific components of the Advarra platform to drive sales and growth
• Responsible for ownership of key deals, with responsibility to forecast, progress and close opportunities as forecasted across the team
• Responsible for prospecting for new business and partnering with our internal teams to do so 
• Develop and maintain thorough knowledge of the company and its products, research consumer needs, and identify how our solutions can address those needs 
• Represent relevant Advarra product / technology offerings and partner with other Advarra business units to ensure penetration of Advarra’s products and services into our customers 
• Utilize Salesforce (and other commercial tools) to manage accounts, opportunities, contacts, and related activities 
• Partner with internal teams to ensure successful implementation of solutions sold and ensure client satisfaction 
• Work in concert with Client Executive teams to execute on sales strategies, in part, by presenting and evangelizing the value of Advarra’s solutions directly and to design industry/client-specific outreach efforts 
• Aid in supporting, establishing, and managing quarterly Field Marketing activities for the solutions portfolio, including, but not limited to webinars, conference attendance and presentation, customer and industry events 
• Participate in training initiatives as part of the sales team 
• Other: Position requires travel 40 - 60% of the time 

Location 

This role is open to candidates working remotely in the United States. 

Basic Qualifications 

• Bachelor’s degree in Business, Marketing or relevant degree or equivalent combination of education and experience. 
• 10+ years’ experience within a sales or account management leadership function preferably within the clinical research technology industry or enterprise software 

Preferred Qualifications

• Ability to develop, design and execute a territory and sales strategies 
• Effective interpersonal selling skills 
• Strong business acumen 
• Strong verbal and written communication skills 
• Proficient in using CRM systems (preferably Salesforce.com) 
• Selling to established customers and in identifying and selling to new customers 
• Possess a solid understanding of the clinical research industry, preferably including the workflows and technology infrastructure used by sponsors, CROs, and sites 
• Effectively identify customer needs