This position is responsible for developing and executing upon Unisys’ strategic vertical development plan for the global Life Sciences and Pharma marketplace. This role supports key opportunities, guides the development of new solutions, and creates vertical brand awareness via thought leadership initiatives throughout the region. This position works closely with the regional GM and VP of Sales in concert with the Global LS Marketing Team to develop and propagate relationships that increase awareness and retain clients. This role exists as a subject matter expert leveraging significant past exposure to both the Life Sciences and Pharma sub-segments. However the person in this role likely possesses a primary focus in either Life Sciences (pharmaceutical and bio-therapeutic developers, medical device manufacturers, clinical and contract research organizations, etc.) or Healthcare (providers, payers, pharmacies, etc.).
Industry / Domain Experience
Provide the thought leadership and understanding of the dynamics and trends of the Life Sciences and/or Pharma markets
Be proactive with peers and others inside and outside of Unisys to deliver thought leadership to build out a LS vertical brand and better position its products and services
Represent Unisys with client and prospects, sharing broad insights and unique solutions along with relevant benchmarks
Contribute to Unisys’ business development efforts supporting new logo and client expansion initiatives by ensuring business alignment of Unisys’ solutions and services
Collaborate with Market Research to stratify the market and provide relevant depth and insight
Leadership
Leverage subject matter expertise as the fulcrum to interface with Inside and Outside Sales, Client Executives, Operations, HR, as well as Unisys’ Technology and Services organizations
Provide leadership in initiating and driving innovative go-to-market solutions and opportunities as well as tactical product and services execution.
Use past experience in the analysis and interpretation of data to provide direction to the Solutions Development team, to create new ways of looking at the markets
Adept at evaluating the existing organizational structure, establishing meaningful, measurable goals and milestones by which to evaluate organizational and offering performance within the context of Unisys’ tactical and strategic objectives.
Demonstrate effective interaction at all levels, internally and externally, engendering confidence and professional regard and leading the team to deliver cutting-edge product solutions and client-centric service
Create accurate forecasts, financials, and business plans, to meet defined business requirements in line with Unisys’ strategic plans, targets and objectives.
Maintain unwavering personal values encompassing integrity, reliability, objectivity, and stewardship
Consultative Selling
Leverage personal executive networks within the market to generate new logo leads, expand conversations within existing clients, and strengthen Unisys’ reputation in vertical
Engage clients and prospects as a natural speaker and engaging consultant, creating excitement around the vertical
Experience communicating about solution and service benefits, features and target markets, and championing offerings to internal organizations such as Sales, Client Executives, Marketing, HR, Operations and Executive Management.
Experience with creating highly compelling artefacts (white papers, presentations, etc.) and working with industry associations, the press, analysts, and customers
Work as a partner to internal Marketing and/or Press Relations (PR) teams
Use strong analytical understanding to clearly communicate financial complexities and unique contracting methods related to IT outsourcing (ITO), business process outsourcing (BPO), and services provisioning within the global Life Sciences marketplace
Service and Solution Design & Development
Work cross-functionally to examine current Life Science solutions and services, the way these products are promoted, sold, and compete in the market
Recommend changes or innovations for product extensions, adaptations, or new products to meet market needs
Lead and own the development and implementation of a reference architecture and solution design for each of the key business sub-segments within the Life Sciences industry segment (Pharma, Biotech, Med Device, Providers and Payers, etc.)
Develop and maintain relevant and necessary industry partners to envision and establish new offerings
Leverage internal resources and gain cooperation in a matrixed organizational environment to extract contributions to product development
Strategic Leadership & Visionary
Act as a strategic thought leader to develop cutting edge, innovative, and commercially viable opportunities
Define what success will look like and influence others of the opportunity for Unisys
Interface with Marketing on the development of collateral and sales materials to match to the needs of the Life Sciences and Pharma markets
Analyze and contribute to the design of public relations, advertising, and marketing plans and collateral supporting Unisys’ offerings
Development of value-added and thought leading content for Unisys’ Pharma and Life Sciences vertical segment, covering current or emerging business challenges and opportunities
Contribute to the understanding of the competitive environment to develop Unisys’ solution and service plans and positioning, marketing, and selling strategies
Required Experience
Progressive experience within the Healthcare and Pharma vertical, including the demonstrated ability to manage, deliver and contribute to a professional consultative services practice
Appropriate levels of professional experience working with the relevant vertical, for a leading IT services company and with consulting selling experience
A Masters or Doctorate degree within the relevant vertical from a leading university, or a Medical degree from a certified medical institution
A history of active participation in professional associations, industry roundtables, etc.
Formal training in consultative selling from a leading Sales Training institution (e.g Wilson Learning, Covey Training, Corporate Visions)
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