Key Account Manager

Job Number: 9714

External Description:

Sensitech (Sensitech.com) is a part of Carrier and is focused on delivering supply chain visibility solutions that track, monitor and protect products for global leaders in the food, life sciences, consumer goods, and industrial markets. Our solutions are focused in key areas including quality, compliance, and logistics performance management.

Role Overview 

As Key Account Manager – Life Sciences, you will own a strategic portfolio of global enterprise accounts and be responsible for driving significant growth within your book of business. This is a high-impact, enterprise-focused sales role that requires navigating complex, multi-stakeholder sales cycles across borders, functions, and seniority levels. 

Reporting to the Head of Life Sciences in North America and working closely with Sales Solutions Consultants, Professional Services, and regional teams, you will act as the strategic quarterback for your accounts – diagnosing needs, orchestrating internal resources, and delivering tailored visibility and resilience solutions that create measurable business value. 

Location: Flexible across US

Responsibilities

• Serve as the strategic owner for global Life Science accounts, driving YoY revenue growth and expansion.
• Develop and execute strategic account plans to penetrate new buying centers and high-level decision makers (C-level, VP Logistics, Supply Chain, Quality, Commercial and Clinical Operations) and grow wallet share
• Lead complex, enterprise SaaS sales cycles for Lynx and Real-Time platforms, from discovery through negotiation, launch, adoption, and expansion.
• Build and maintain trusted, long-term relationships with senior executives and key influencers in cold chains, clinical trial logistics, and pharmaceutical supply chain.
• Create and maintain detailed account plans, opportunity pipelines, and executive business reviews in collaboration with cross-functional partners worldwide.
• Partner with Sales Solutions Consultants to qualify opportunities, articulate Sensitech’s full ecosystem value proposition, and design enterprise-grade solutions.
• Drive product adoption and achievement of strategic milestones post-sale in coordination with Customer Success and Professional Services.
• Negotiate and close master agreements, expansions, renewals, and RFQ responses.
• Proactively monitor account health, identify risks/barriers, and orchestrate internal resources to ensure customer success and revenue targets are met/exceeded.
• Capture and share competitive intelligence, market trends, and voice-of-customer insights with Product, Marketing, and Leadership teams.
• Represent Sensitech at key industry events and trade shows when required.

Required Qualifications

• Bachelor’s degree.
• 3+ years of large complex account sales experience and enterprise SaaS sales.

Preferred Qualifications

• 5+ years in enterprise B2B/SaaS sales within Life Sciences, Pharma, Regulated Industries, or Supply Chain Technology.  Clinical Trial Experience a plus.
• Proven track record of consistently exceeding quota while managing strategic accounts with complex 6 to 18 month sales cycles. 
• Experience selling to C-suite and VP-level stakeholders.
• Strong commercial acumen: contract negotiation, ROI quantification, strategic account planning.
• Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to high-level internal and external stakeholders, often under time constraints.
• Experience launching and driving adoption of SaaS platforms in enterprise environments.
• Team player with ability to influence cross-functionally in matrixed, global organizations.
• Highly self-motivated individual; adaptable and resilient in fast-paced environments.
• Experience with Major Account and Strategic Account Sales Methodologies (Challenger, SPIN, Miller Heiman) a plus.
• CRM proficiency (Salesforce or similar).
• MBA not required but preferred.
• Willingness to travel up to 40–50%.

Job Number: 30198269

Community / Marketing Title: Key Account Manager

Location_formattedLocationLong: Florida, US