Share this Job
impact where it matters

Director of Software Sales- Small & Emerging Pharma

ZS is a professional services firm that works side by side with companies to help develop and deliver products that drive customer value and company results. From R&D to portfolio strategy, customer insights, marketing and sales strategy, operations and technology, we leverage our deep industry expertise and leading-edge analytics to create solutions that work in the real world. Our most valuable asset is our people—a fact that’s reflected in our values-driven organization in which new perspectives are integral and new ideas are celebrated. ZSers are passionately committed to helping companies and their customers thrive in industries ranging from healthcare and life sciences, to high-tech, financial services, travel and transportation, and beyond.

ZS’s Business Technology group focuses on conceptualizing, designing and implementing a wide spectrum of technology solutions to improve commercial effectiveness. Offering targeted support from strategy and roadmap definition to full implementation and on-going operations, our solutions include enterprise information management, reporting, analytics, CRM/SFA and business process automation enablement. Our team possesses deep expertise in leading analytics, business intelligence, CRM and system integration technologies, which we apply in a pragmatic fashion to create and deliver optimal architecture and implementation solutions.           

The Strategy & Architecture team advises clients in diverse areas of strategy development and tactical implementation to help increase the value and effectiveness of their technology investments.


Director of Small and Emerging Pharma Sales will be leading a team taking our Dynamic Targeting and Omnichannel Orchestration Verso Platform to small and emerging pharma clients. Verso is our new AI/ML driven Customer-centric Marketing Solution that harnesses the power of big data to optimize the use of marketing campaigns, digital media and in-person sales rep meetings. The platform consists of software, data, technology and business services that can be purchased together or a la cart.

He/she will collaborate with Verso Marketing, Vendors/Partners as well as internal consulting teams to generate leads and then lead and orchestrate the sale. He/she will work with a team of solution architects, demo engineers and professional services to structure and present the best deal to the client. He/she will then be the clients’ primary point of contact, responsible for the relationship, success and growth of ZS products’ usage by the client.

This person will also collaborate with the platform development leaders, professional services leaders and CCM (Customer Centric Marketing) practice leaders to shape and define the future of our Verso offering, especially as it pertains to the small pharma clients.

This person will develop and grow their commercialization team. The leader must be a strategic thinker as well as able to ensure tactical execution is both timely and of consistent high quality.


  • Analyze the marketplace, gather inputs from clients and assess competitors to determine the right sales process and to be the voice of the small clients’ needs for the platform development team
  • Collaborate with Marketing and internal client teams to identify leads and opportunities for our products, data and services at the small and emerging clients. Build partnerships with technology, data and marketing vendors to do joint solutions and presentations.
  • Orchestrate presentations, demos and RFP responses for clients, together with demo engineers and other junior staff. Develop tailored proposals and lead negotiations for complex deals, including software, services, integrations and change management.
  • Help software development and professional services teams to envision and conceptualize new products, offerings and features/extensions that would appeal to the target market and uniquely solve their problems.
  • Monitor competition activity and lead development of comprehensive competitive response, including sales process, solution and software/services/data needs.
  • Develop a strong commercialization team by hiring people with the right skills and developing them within a well-defined career progression model

Qualifications & Additional skills:

  • Bachelor's degree in business or a technology discipline
  • 6+ years of B2B SaaS, Data and Services selling experience, 2+ years of successfully leading selling teams
  • Demonstrated success in meeting the sales objectives and articulating core value proposition, core features and client impact for each unique client
  • Demonstrated success in building a new market, a hunter mentality, high energy and pace
  • Experience with software, data, services and solutions targeted for pharma sales and/or marketing organizations as well as an understanding of sales and marketing business processes and analytics
  • Deep knowledge of pharma commercial processes is required, past roles with and/or deep understanding of small or emerging pharmas is desired
  • Strong leadership: excellent team management, coaching and mentoring skills; superior planning, process and influencing skills.
  • Good presentation and communication skills (both verbal and written) including experience and level of comfort presenting concepts to senior executives
  • Demonstrated ability to be an effective change management leader for their direct reports
  • At least 2 years of experience at working at a services/software company serving small pharma market
  • A diversity of experience having worked at companies of different sizes and different industries
  • MBA degree from a Tier 1 university

ZS is a global consulting firm; fluency in English is required, additional fluency in at least one European or Asian language is desirable. 
Candidates must possess work authorization for their intended country of employment. An on-line application, including a cover letter expressing interest and a full set of transcripts (official or unofficial), is required to be considered.
ZS offers a competitive compensation package with salary and bonus incentives, complete medical/dental/life insurance programs and retirement savings benefits. We are an Equal Opportunity Employer.

Connect with ZS on social media:

ZS has been recognized globally for its expertise in consulting and its flexible work environment. View ZS’s accolades.



Nearest Major Market: Chicago