Global Director, Strategic Win Back & Growth

Responsibilities

1. Build and Lead the Global Win Back Team

• Build and lead a small, high-performance Win Back Team focused specifically on competitive displacement, strategic account recovery, and share expansion.
• Establish the team's operating model, account-selection criteria, priorities, metrics, and engagement methodology.
• Build a disciplined portfolio of priority accounts based on revenue potential, strategic importance, competitive position, customer relationships, timing, and probability of win.
• Partner with Sales and Strategic Account leaders to establish clear ownership and engagement models for each target account.
• Assemble the right resources around each opportunity, including Transformation Architects, Senior Product Experts, Solution Experience Specialists, Value/ROI resources, Product leaders, executives, and relevant Dassault Systèmes brands.
• Create a repeatable Win Back methodology that can scale across geographies, segments, and strategic accounts.

2. Own Strategic Competitive Displacement

• Develop deep intelligence on priority accounts, including customer strategy, organizational dynamics, incumbent relationships, buying criteria, competitive positioning, historical Medidata relationships, and reasons for loss.
• Identify the root causes of competitive displacement and define specific strategies to overcome them.
• Develop account-specific win strategies, including customer hypotheses, executive engagement plans, competitive positioning, value propositions, solution architecture, commercial strategy, and close plans.
• Identify transformation triggers and business events that create an opportunity to re-enter an account.
• Build and maintain competitive intelligence that can improve win rates across the broader sales organization.
• Challenge conventional sales approaches and identify creative pathways back into accounts where Medidata has lost position or been displaced.

3. Drive Executive-Level Selling and Customer Engagement

• Personally engage with C-suite and senior executives at priority accounts to understand strategic business challenges and position Medidata as a transformation partner.
• Develop trusted relationships with senior customer stakeholders across R&D, Clinical Development, Technology, Data, Operations, Commercial, and Finance.
• Create executive-level conversations that move beyond individual products toward enterprise transformation and measurable business outcomes.
• Prepare Medidata and Dassault Systèmes executives for critical customer engagements and orchestrate executive-to-executive relationships.
• Serve as a senior commercial leader in the most strategic and complex customer situations.

4. Create Compelling Enterprise Value Propositions

• Translate customer priorities and competitive vulnerabilities into differentiated Medidata and Dassault Systèmes solutions.
• Bring together capabilities across Medidata and relevant Dassault Systèmes brands to solve enterprise customer problems.
• Develop account-specific value propositions and business cases that demonstrate measurable customer outcomes.
• Partner with Value, Solution Consulting, Product, Offering Management, and Marketing teams to create compelling commercial propositions.
• Identify opportunities to expand from individual Medidata solutions into broader enterprise relationships across the Dassault Systèmes Life Sciences portfolio.

5. Turn Win Back Opportunities Into Revenue

• Maintain clear commercial accountability for the Win Back portfolio, including pipeline creation, qualified opportunities, competitive displacement, bookings/revenue, and account expansion.
• Establish measurable targets and dashboards for Win Back performance.
• Maintain rigorous opportunity reviews and deal progression across priority accounts.
• Identify stalled opportunities, remove organizational barriers, and mobilize the appropriate leadership to accelerate deals.
• Develop and execute pursuit strategies for high-value, high-complexity opportunities.
• Partner with Sales leadership on forecasting, opportunity qualification, commercial strategy, negotiations, and close plans.
• Ensure that successful Win Back strategies are converted into repeatable plays for the broader field organization.

6. Partner With — and Strengthen — the Sales Organization

• Work as a strategic extension of Sales rather than as a parallel sales organization.
• Partner with account executives, Strategic Account leaders, regional sales leaders, and executive sponsors to determine where the Win Back Team can materially increase the probability of winning.
• Establish clear engagement criteria, account ownership, hand-offs, and decision rights between the Win Back Team and field sales.
• Coach and enable account teams on competitive displacement and complex enterprise selling.
• Transfer successful strategies, customer insights, competitive intelligence, and sales plays back into the broader organization.
• Build strong relationships across Sales, Strategic Accounts, Solution Consulting, Product, Marketing, Value, Customer Success, and Dassault Systèmes brands.

7. Expand the Opportunity Beyond the Initial Win

• Develop strategies to expand recovered accounts from a single product or solution into broader enterprise relationships.
• Identify cross-sell, upsell, platform, and cross-brand opportunities within strategic accounts.
• Develop long-term account growth strategies in partnership with Sales and Strategic Account leadership.
• Use Win Back engagements to strengthen customer relationships and reduce future competitive displacement risk.
• Identify patterns across recovered accounts that can inform broader retention, expansion, and growth strategies.

Success Measures

Success in this role will be measured primarily through commercial outcomes, including:

• Strategic accounts won back from competitors
• Competitive displacement wins
• Qualified Win Back pipeline generated
• Bookings and revenue attributable to Win Back pursuits
• Expansion of recovered strategic accounts
• Win rate and sales-cycle improvement across priority pursuits
• Executive relationships established and strengthened
• Repeatable Win Back plays adopted by the broader sales organization
• Cross-brand opportunities created and converted
• Customer retention and share-of-wallet improvement within recovered accounts

Qualifications

• Bachelor's degree required; MBA or equivalent advanced business experience preferred.
• 10+ years of progressive experience in enterprise sales, strategic accounts, business development, commercial strategy, consulting, or customer transformation, preferably within life sciences technology, healthcare technology, or enterprise software.
• Demonstrated success winning complex enterprise accounts, displacing competitors, expanding strategic relationships, or recovering lost business.
• Proven ability to engage credibly with C-suite and senior executive stakeholders.
• Strong understanding of the pharmaceutical, biotechnology, clinical development, or life sciences technology ecosystem.
• Demonstrated experience leading complex, multi-stakeholder sales pursuits involving multiple products, functions, and/or business units.
• Strong commercial judgment, account strategy, negotiation, and executive communication skills.
• Experience orchestrating cross-functional teams without relying solely on direct reporting relationships.
• Demonstrated ability to operate effectively in a complex matrixed organization.
• Strong analytical skills with the ability to turn customer, market, and competitive intelligence into actionable sales strategies.
• Comfortable operating in ambiguous, high-priority situations where speed, judgment, and influence are essential.
• Willingness to travel extensively for strategic customer engagements as required.

What Success Looks Like

Within the first 90 days, the Director will have:

• Established the Win Back operating model and team
• Identified and prioritized the highest-value strategic accounts to pursue
• Completed deep account and competitive assessments for the initial portfolio
• Established executive sponsorship and engagement strategies for priority accounts
• Built actionable win strategies and pursuit plans
• Created measurable Win Back pipeline and revenue targets
• Begun active pursuit of the highest-priority competitive displacement opportunities

Over time, the role will create a repeatable commercial engine for winning back strategic customers, increasing share of wallet, and expanding Medidata's position across the Dassault Systèmes Life Sciences ecosystem.

The salary range posted below refers only to positions that will be physically based in New York or New Jersey. 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 New York or New Jersey may differ based on the local market data in that region. The base salary pay range for this position is $139,000 to $186,000.

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

Medidata is committed to providing equal employment and advancement opportunities to all individuals. Employment decisions are based on merit, qualifications, and abilities without regard to legally protected characteristics. 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 this position.

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