Compensation Overview

Remote with few exceptions (client visits, trade shows, BM summits)

Note: Due to the nature of the work, only US Persons (citizens or permanent residents) need apply for this position.

Summary: Develops new leads, business opportunities, and sales for ALTEN Technology and its most strategic clients and complex deals. Leads the sales and account management process and is directly responsible for customer satisfaction.

Essential Duties and Responsibilities: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Other duties or tasks may be assigned as required. Management may modify, change or add to the duties of this description at any time without notice. The essential duties and responsibilities include the following:

• Identify and develop new strategic business opportunities.
• Achieve or surpass annual sales target.
• Conduct initial customer contact (via variety of communication tools).
• Travel to prospective customer to understand and develop solutions for customer needs, with support from technical team as needed.
• Increase repeat business from existing customer base.
• Responsible for determining proposal and pricing strategy to close sales and win business.
  • Coordinate with technical team to develop proposals.
  • Deliver proposal to customer and close sale.
• Work with company CRM system to track leads and sales performance data.
• Attend local industry and networking events as needed.
• Adheres to ALTEN Technology Quality System processes.

Primary Responsibilities

• Focused on selling to ALTEN’s most strategic and valuable clients with emphasis on complex work package services (SOW/RFP-based engineering programs)
• Candidates should excel at global collaboration - working with other ALTEN divisions to identify, advance, and close strategic business opportunities
• Determine best method of delivery of client needs and work closely with applicable business units (internal and affiliates) to secure contract and ensure customer satisfaction
• Experience identifying, qualifying, advancing, negotiating and closing large, complex engineering services contracts

• Pursue, drive, and close complex technical deals featuring multi-disciplinary teams
• Manage global, strategic relationships
• Provide Pure Sales nationally within the medical device and life science domain.     

Education and Experience

A bachelor’s degree (BS) plus 6 – 10 years of professional experience in a technical field including sales, engineering, or business development.

5+ Years of experience in the Medical Device and/or Life Science industry

Strong understanding of the FDA Regulatory Environment for Medical Device Development

Preferred Qualifications and Skills: To perform this job successfully, an individual should be able to perform each duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability preferred.

• Experience closing large complex deals ($1M+)
• Experience selling service-based contracts.
• Experience selling to high-level personas including Directors, VPs, and the C Suite

Language Ability:

• Ability to read, analyze, and interpret complex documents and contracts.
• Ability to respond effectively to the most sensitive inquiries or complaints.
• Ability to create and present persuasive speeches/presentations on controversial or complex topics to C level, executive management, and decisions makers in a variety of settings.
• Ability to articulate ALTEN Technology value proposition and competitive advantage.
• Ability to speak effectively in front of a group and gain support of the customer and redirect their thinking to accomplish a given goal or directive.
• Superior presentation and writing skills.

Reasoning Ability:

• Ability to solve broad and complex business problems that relate to the customers’ needs and requirements.
• Ability to assess what is required to overcome customer objections, win business for ALTEN Technology, and ensure customer satisfaction.
• Excellent technical understanding of high-level concepts in product development encompassing traditional engineering disciplines.

Computer Skills:

• Advanced knowledge of a Microsoft Office suite of programs (Word, Excel, PowerPoint, and Outlook

Other Skills/Abilities/Specifications:

• Ability to understand, create and present pro forma, NPV, ROI and other financial documents needed by the customer to understand the financial impact on their business.
• Ability to instill confidence and trust with customers and prospects.
• Ability to build and maintain relationships with customers and internal partners.
• Ability to overcome objections and close sales opportunities.

Physical Demands:

• While performing the duties of this job, the employee is frequently required to sit.
• The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl and talk or hear.
• The employee must occasionally lift and/or move up to 30 pounds.
• Specific vision abilities required by this job include depth perception and the ability to adjust focus.

Salary: $100,000-140,000 +Bonus.

The actual salary offered is dependent on various factors including, but not limited to, location, the candidate’s combination of job-related knowledge, qualifications, skills, education, training, and experience 

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.