What are the responsibilities and job description for the Commercial Strategy, Senior Director position at Medidata Solutions?
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 Commercial Strategy Director will collaborate with sales to define deal strategies, offer guidance on deal structures, and lead client negotiations. You will ensure that sales strategies align with Medidata's goals, translating the value of 3DS LSE offerings into deals that increase terms. The Director also creates successful deal outcomes through strategic planning. Additionally, you will manage complex deals, communicates customer requirements, and focus on securing renewals and product expansions. This role will report to the Sr. Director of Commercial Strategy.
Responsilities:
- Work with sales to define specific deal strategy and plan of pursuit. Provide strategic guidance on deal structure and client-facing deliverables.
- Engage and lead in direct client negotiations. Collaborate with sales on sales strategy, creating compelling events and driving successful outcomes.
- Translate the value proposition of 3Ds LSE offerings into deal structures that lead to optimized terms and conditions for Medidata.
- Manage complex deal structures, working with Sales representatives to explain customer requirements, the business case, and deal value both internally and externally.
- Position agreements for joint Medidata/Client long-term success, including renewals, product/category expansion and adoption.
- Create Return on investment and TCO Analysis
Qualifications:
- Experience in Enterprise Software Sales or Management Consulting
- MS Excel and PowerPoint experience preparing executive level presentations
- Work at all levels within an organization (C-Suite to operational layers)
- Superior customer relationship management skills
- Excellent written and verbal communication skills
- Willingness to travel 15%
The salary range posted below refers only to positions that will be physically based in [city, state]. 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 [city, state] may differ based on the local market data in that region. The base salary pay range for this position is $199,000 to $250,000.
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 best-in-class benefits, including medical, dental, life and disability insurance; 401(k) matching; flexible paid time off; and 10 paid holidays per year.
Note: Please be on the lookout for job scams. Medidata recruiters will never ask applicants for monetary compensation, credit card, or banking details.
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.
Applications will be accepted on an ongoing basis until the position is filled.
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Inclusion Statement
As a game-changer in sustainable technology and innovation, Medidata, a Dassault Systemes company, is striving to build more inclusive teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it's our responsibility to foster opportunities for all people to participate in a harmonized Workforce of the Future
Compensation for the role will be commensurate with experience. The total expected compensation range will be between $139500 and $186000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.
Salary : $199,000 - $250,000