ELUCIDATA DATA CONSULTING PRIVATE LIMITED

Job Title : Solution Manager Function : Delivery and Services Location : Delhi/Bangalore (3 days in office) About the Company: Elucidata is a TechBio Company headquartered in San Francisco. Our mission is to unleash personalized medicine using AI and multi-omics, multimodal data. Elucidata's platform Polly, helps research teams wrangle, store, manage and analyze large volumes of biomedical data. We are at the forefront of driving AI in personalized medicine R&D across companies like Pfizer, Janssen, Owkin and many more. We were recognised as the 'Most Innovative Biotech Company, 2024', by Fast Company. We are a 120+ multi-disciplinary team of experts based across the US and India. In September 2022, we raised $16 million in Series A round led by Eight Roads, F-Prime, and our existing investors. About the Role: As a Solution Manager, you will drive customer retention and expansion by managing a book of business, ensuring successful project delivery, prospecting for new cross sell & upsell opportunities, and creating innovative solutions. You will collaborate with Technical Owners and Subject Matter Experts, ensuring alignment between customer needs and business goals. Key Responsibilities: Book of Business Management: - Build and nurture relationships with key stakeholders, including champions and economic buyers. - Monitor account-level margins to ensure profitability. Liaise with Revenue Operations team on -invoicing, Revenue recognition, financial forecasting. - Ensure deliverables are aligned with customer success metrics through Mutual Success Plans. - Secure renewal agreements and identify cross-sell and upsell opportunities. - Prospecting and Solution Architecture for Cross-Sell: - Map customer organizations to uncover new personas and decision-makers. - Perform discovery calls to prospects for new use cases and solutions. - Develop tailored solutions suited for customer's usecase - Develop reusable case studies and impactful sales materials (solution briefs, presentations). - Conduct market research to strategically align solutions with customer pain points and industry trends. Delivery and Collaboration: - Act as the customer's voice within Elucidata, ensuring all teams are aligned to deliver exceptional customer experience. - Collaborate with Technical Owners and Subject Matter Experts to ensure smooth and agile project execution. - Set up an account pod structure for each customer, incorporating members from various functions such as technical owners, engineering, product, AI/ML, and more. - Pull in relevant teams as necessary to ensure comprehensive solutions are delivered to the customer. - Conduct regular project reviews to maintain quality. Key Metrics: - Net Revenue Retention (NRR): Includes renewal, upsell, and cross-sell dollars. - Utilization percentage (hours, credits) - Account health indicators (Business reviews, Mutual Success Plans, NPS) - Discovery calls for new use cases (cross-sell) - Customer advocacy (testimonials, references, case studies & collaterals building) Required Skills: - Education: Undergraduate degree in Bioinformatics, Life Sciences, or a related field (MBA preferred). - Experience: 5+ years in customer-facing roles, with a focus on business development, customer success, or solution selling (Bioinformatics/Life Sciences preferred). - Technical Skills: Strong understanding of bioinformatics platforms; experience in cloud/software/ML is a plus. - Customer Relationship Management: Proven ability to manage client relationships, uncover opportunities for cross-sell/upsell, and ensure solutions align with business objectives. - Communication & Collaboration: Excellent problem-solving skills and ability to work across teams. - Tools: Proficiency in Salesforce, LinkedIn Sales Navigator, and project management tools.