About the Role
:
As an Associate 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 use case
- 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
:
- Undergraduate degree in Bioinformatics, Life Sciences, or a related field (MBA preferred); candidates from Tier 1 colleges are encouraged to apply.
- 2+ years in customer-facing roles, focusing on business development, customer success, or solution selling (Bioinformatics/Life Sciences preferred); experience in consulting firms is a plus.
- Strong understanding of bioinformatics platforms; experience in cloud, software, or ML is a plus.
- Proven ability to manage client relationships, uncover opportunities for cross-sell/upsell, and ensure solutions align with business objectives.
- Excellent problem-solving skills and ability to work effectively across teams.
- Proficiency in Salesforce, LinkedIn Sales Navigator, and project management tools.
We are proud to be an equal-opportunity workplace and an affirmative-action employer. We are committed to equal employment opportunities regardless of race, colour, ancestry, religion, sex, national origin, sexual orientation, age, caste, citizenship, marital status, disability, gender identity, or Veteran status.
