About this role.
This Account Partner role at Veeva Systems focuses on managing existing European customers for the Veeva Basics suite of R&D applications. The position involves driving product adoption, retention, and upselling to emerging biotech companies. Candidates need 5+ years of experience, including 3+ years in R&D domains, and a background in SaaS sales to life sciences. The role requires strong executive relationship management and entrepreneurial drive. Veeva is a public benefit corporation offering work-from-anywhere flexibility.
Role DNA
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Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
I am excited to apply for the Account Partner position at Veeva Systems. With over 5 years of experience in SaaS sales to life sciences companies, I have a proven track record of driving customer success and revenue growth through strategic account management and executive relationships. My background in R&D domains and passion for helping emerging biotechs align perfectly with Veeva’s mission.
In my previous role, I successfully retained and expanded key accounts by identifying upsell opportunities and fostering long-term partnerships. I am skilled at articulating value propositions to C-level executives and curating community events that drive engagement. I thrive in entrepreneurial environments where I can define and execute regional strategies.
I am drawn to Veeva’s commitment to doing the right thing and its status as a public benefit corporation. I look forward to the opportunity to contribute to your team and help accelerate the delivery of therapies to patients.
Sample interview questions
I have over 4 years of experience selling cloud-based R&D platforms to pharmaceutical and biotech companies. For example, I worked with a mid-size biotech to implement a clinical data management system, which improved their trial efficiency by 30%. I understand the regulatory challenges and the importance of data integrity in this domain.
I would start by deeply understanding each customer's business goals and pain points. Regular check-ins and business reviews help identify opportunities where our solutions can deliver additional value. For upsells, I align the new features with their strategic initiatives, showing ROI through case studies and ROI calculators.
In my previous role, I presented a strategic roadmap to a VP of R&D at a top-10 pharma company. By linking our platform to their goal of reducing time-to-market, I secured a multi-year renewal and expansion worth $2M. The key was speaking their language and providing data-driven insights.
I use a CRM to track pipeline and set activity goals for each account. I segment accounts by potential and risk, dedicating more time to high-value or at-risk accounts. I also leverage internal resources like solutions consultants to ensure high-quality engagement without overextending myself.
I would emphasize its pre-configured best practices tailored for biotechs, reducing implementation time and cost. The fact that it's from Veeva, the industry standard, provides trust. I'd highlight customer success stories showing how Basics accelerates their R&D while allowing them to stay lean.
The Role
We are looking for a tenured Account Partner to manage our existing European customers across Veeva Basics, a suite of highly scalable out of the box R&D applications that support emerging biotechs by saving them time, money and valuable resources. This product has already transformed the industry and remains the only platform of its kind on the market.
As an Account Partner for Veeva Basics you will be responsible for meeting annual sales goals and helping the team achieve our long-range growth targets. In this role, you will champion customer success by driving product adoption through maximising the value our existing customers receive, ensuring account retention, maximizing the value our existing customers receive and identifying new growth opportunities in these accounts. You will hold established executive relationships and ensure our vision is evangelized.
What You’ll Do
- Be the go to person for our customers in Europe
- Evangelize the “why” and value with a focus on our vision of becoming recognized as the industry standard for emerging biotechs
- Retain our accounts, drive on time renewals and upsell new applications
- Understand and execute the sales cycles, utilizing internal and external resources as appropriate
- Create, run and execute regional communities of practice at an executive level
- Understand Veeva Basics products and work with internal colleagues to build a sales strategy
- Keep current with industry trends and engage customers in addressing their business challenges
- Act with urgency, integrity, and a relentless focus on customer success
- Meet/Exceed pipeline generation and cross selling revenue targets
Requirements
- 5+ years of work experience.
- Including 3+ years from R&D domains
- SaaS or similar services selling into Life Sciences
- Experience selling complementary or competitive solutions into R&D
- Have entrepreneurial instincts. Ability to define a strategy for your region and execute on it
- Must be highly self-motivated and be drawn to the reality of a start up business.
- Passion and demonstrated results in a sales role to C-Level executives.
- Ability to articulate business cases and value propositions to C-Level executives.
- Curate executive level communities and round tables with the support of marketing
- Have a creative mindset to think outside the box and make ideas reality
Nice to Have
- Experience of building and owning community forums and events
Interviewing with Veeva
- Follow the application process and submit your resume.
- Within 3 days, you will receive a link to a personality assessment administered by a third party.
- Once you complete the assessment, our team will review your full application package and follow up via email with our decision.
- If moving to the interview stage, the process is as follows:
- A conversation with the hiring manager
- A practical case exercise
- A final conversation with our group’s Senior Leader.
- Once all interviews are complete, the manager will be in touch with a final decision.
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