What are the responsibilities and job description for the Account Executive position at Medidata Solutions?
Location: This is a hybrid remote/in-office role.
Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy.
About our Company:
Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating over 25 years of ground-breaking technological innovation across more than 38,000 trials and 12 million patients, Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. More than 1 million registered users across approximately 2,300 customers trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. A Dassault Systemes brand (Euronext Paris: FR0014003TT8, DSY.PA), Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC. Discover more at www.medidata.com. Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.
About the Team:
The Account Executive (AE) is responsible for achieving booking, revenue, & profit objectives within their assigned account territories, including identifying sales opportunities through daily prospecting, qualifying opportunities, and efficiently leveraging Medidata resources to bring opportunities to successful conclusion. Account Executives create and build consultative, long-term relationships with their customers to create tailored, cost-effective solutions. Personal involvement in customer relationships and high levels of customer satisfaction are essential to remain consistent with Medidata business principals. This role will report to the director of mid-market sales, West.
Responsibilities:
- Daily outbound calling through established campaigns to prospective customers / prospects
- Consistent attainment of booking, revenue, and profit targets within assigned territory
- Attainment of daily, weekly, quarterly productivity metrics
- Establish and expand relationships with "C-Level" decision makers within customer / prospect organizations.
- Maintain well-coordinated internal relationships with key decision makers
- Educate prospects on Medidata's value proposition and solution portfolio
- Develop external relationships with Medidata partners
- Development and execution of sales plan as it relates to developing a new book of business / newly assigned territory
- Directly responsible for closing sales transactions with clients and prospects
- Partner with Market Development Specialists to close mid-market lead opportunities
- Coordination of resources within sales and other departments
- Maintaining and updating sales plans, account and opportunity data within company systems as directed, including Salesforce.
- Build customer loyalty, provide an excellent experience, achieve retention rates
- Weekly / monthly / quarterly Pipeline forecasting
- Complete administrative work as required
Qualifications:
- Experience balancing multiple sales opportunities
- Experience establishing communication and engagement with prospects
- Experience working in a web-based environment
- Ability to gain executive credibility
- Strong business planning skills
- Experience researching and generating leads and technical skills
- Minimum 3 years of previous tech / software sales experience
- Demonstrated consistent track record in exceeding sales targets
- Demonstrated success with process approached selling
- Application software sales experience
- Comfort with sustained business travel of 30-50% (will vary by quarter)
- Bachelor's degree in the Life Sciences, Business or Computer Science preferred, or equivalent relevant sales experience
As with all roles, Medidata sets ranges based on several factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than California, may differ based on the local market data in that region. The salary range posted below refers only to positions that will be physically based in San Francisco. As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than San Francisco, may differ based on the local market data in that region. The base salary pay range for this position is $53,000 to $75,000.
Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. Medidata believes that benefits should connect you to the support you need when it matters most and provides benefits, including medical, dental, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.
Equal Employment Opportunity:
In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.
We will accept applications on an ongoing basis until we fill the position.
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Salary : $53,000 - $75,000