Scientific Sales Executive I

At Cadence, we hire and develop leaders and innovators who want to make an impact on the world of technology.

Cadence is a pivotal leader in electronic design, building upon more than 30 years of computational software expertise. The company applies its underlying Intelligent System Design strategy to deliver software, hardware and IP that turn design concepts into reality.

Cadence customers are the world's most innovative companies, delivering extraordinary electronic products from chips to boards to systems for the most dynamic market applications including consumer, hyperscale computing, 5G communications, automotive, aerospace industrial and health.

OpenEye, Cadence Molecular Sciences - a division of Cadence Design Systems - is an industry leader in computational molecular design through rapid, robust, and scalable software, consulting services, and Orion®, the only cloud-native fully integrated software-as-a-service molecular modeling platform. Combining unlimited computation and storage with powerful tools for data sharing, visualization and analysis in a customizable development platform, Orion offers unprecedented capabilities for the advancement of pharmaceuticals, biologics, agrochemicals, and flavors and fragrances. OpenEye, Cadence Molecular Sciences is headquartered in Santa Fe, N.M., with offices in Boston, Mass.; Cologne, Germany; and Tokyo, Japan.

• Maintain a good understanding of the OpenEye product line, research pipeline, vision, and philosophy.
• Communicate OpenEye knowledge to customers. Spend time interacting with current and prospective customers through video, phone, email, and site visits to optimally generate both maintenance revenue and new sales.
• Manage complex sales cycles including successful contract negotiations, involving high TCV greater than $2M. Help OpenEye grow in the existing market and establish new markets.
• Coordinate regional activities including software evaluations with application scientists and technology specialists.
• Work closely with colleagues in sales on global accounts.
• Generate and send new and renewal quotes; create, track, and update sales opportunities and information within SalesForce or other software systems.
• Provide territory financial updates as needed for senior management.
• Work with application scientists to develop and implement a regional plan to achieve sales growth.
• Attend scientific conferences representing OpenEye.
• Attend company and sales group meetings in the US.
• Travel to customer sites and internal meetings.
• Work with the marketing group; including conferences, event planning and execution.
• Collaborate with OpenEye colleagues and problem-solve as necessary to overcome sales obstacles.

• Bachelor's degree or greater in a scientific area, with a strong preference for Computational Chemistry.
• 5+ years of successful experience selling either software, services, or hardware into the drug discovery market.
• Must have ability to call "high" (Executive Management) and help drive multi-million-dollar, complex sales campaigns with multiple decision makers and influencers across the customer organization.
• Deep understanding of the drug discovery market relevant to the customer ecosystem.
• The ability to foster and grow customer relationships throughout all levels of the customer organization to better connect our solutions with the customer's problems/business challenges and ensure roadmap alignment for long term success.
• A proven track-record demonstrating ability to identify and understand customer pain-points and the ability to communicate this to a broad range of technical and non-technical persons.
• Knowledge and demonstration of the ability to manage the complete sales process, strong communication skills, and the ability to interact with engineering and financial staff at all levels.
• A track record successfully managing multiple priorities, working with, and managing cross functional teams, and driving results as evidenced by overachievement of sales goals.
• (2+ years of successful people management experience.)
• Ability to meet deadlines, prioritize and plan.
• Ability to work independently, but also cooperatively with staff inside and outside of the department.
• Excellent written and verbal skills.

• Experience selling scientific software or SaaS into a research environment.
• Demonstrable experience of closing complex software sales.
• Sales experience in the pharmaceutical and biotechnology industry.
• A comprehensive network within the drug discovery market across EMEA driving our internal initiatives would be highly advantageous.