Solution Specialist, RTSM (Partners & CROs)

Responsibilities:

Commercial Solution Selling & Winning Deals

• Be a principal RTSM sales expert and deal-closer on strategic CRO-led pitches, sponsor joint sales opportunities, and replacement campaigns.
• Deliver high-converting, value-based product demonstrations and technical pitches that position Rave RTSM over legacy competitors (e.g., Endpoint, Suvoda, Cenduit, 4G Clinical).
• Craft compelling commercial solution architectures, Return on investment models, and business cases that address complex randomization and clinical supply chain challenges.
• Lead the technical win across RFPs, RFIs, and complex proof-of-concepts, directly increasing deal win rates and shortening sales cycles within the partner channel.

Partner Revenue Enablement & Commercial Upsell

• Empower and equip partner sales, solution architecture, and BD teams to pitch, cross-sell, and position Rave RTSM to their sponsor bases.
• Work with strategic CRO partners to identify hidden RTSM opportunities within their existing EDC footprint, driving multi-product platform upsells.
• Deliver dynamic "Sales Enablement Bootcamps" and commercial messaging updates to partner teams to maximize channel-led pipeline generation.

Strategic Pipeline Generation & Account Planning

• Partner with Partner Account Managers (PAMs) and Enterprise AEs to build and manage targeted account strategies for top-tier CRO partners.
• Co-sell alongside partner BD teams during executive sponsor meetings to establish Medidata RTSM as the enterprise standard for their clinical portfolio.
• Uncover and capture strategic market requirements to influence product roadmaps, ensuring Medidata stays ahead of competitive market shifts.

Market Leadership & Deal Support Operations

• Maintain rigorous CRM hygiene in Salesforce (SFDC), tracking deal progress, technical milestones, and platform attachment rates for accurate sales forecasting.
• Represent Medidata at important commercial industry events, partner summits, and executive roundtables to lead brand authority and lead generation.

Qualifications:

Commercial & Sales Background Experience

• 10+ years of direct experience with RTSM / IRT (Interactive Response Technology) / IRT/RTSM within clinical trials platforms (either at a vendor, CRO, or sponsor).
• 10+ years in a technical pre-sales, solution consulting, sales engineering, or partner enablement role within the SaaS Life Sciences software space.
• Knowledge of CRO commercial models, joint-selling frameworks, and partner ecosystem mechanics.
• Foundational knowledge of clinical trial operations, randomization schemes, blind/unblinded workflows, and clinical trial supply chain dynamics (depot distribution, kit dispensation, temperature monitoring, and forecasting).
• In-depth understanding of regulatory standards governing clinical trials and RTSM software (GXP, 21 CFR Part 11, Annex 11, HIPAA, GDPR).
• Hands-on familiarity with Medidata Rave RTSM (or competing commercial RTSM systems such as Endpoint, Suvoda, Cenduit, or 4G Clinical).
• Familiarity with the commercial benefits of a unified platform approach (connecting RTSM with EDC, eCOA, and Supply Management).
• Sales Experience & Deal Control: Ability to navigate complex sales cycles, map value to customer pain points, and position premium solutions against low-cost competitors.
• Masterful Storytelling: Experience establishing communication and engagement with prospects—able to turn complex software features into compelling, sales narratives.
• Relationship Building: Natural capability to build partnership and credibility with both external CRO executives and internal enterprise sales leaders.
• Travel: Willingness to travel up to 30% for important prospect meetings, partner QBRs, and industry summits.

The salary range posted below refers only to positions that will be physically based in New York City. As with all roles, Medidata sets ranges based on several factors including function, level, candidate expertise, and geographic location. Pay ranges for candidates in locations other than New York City, may differ based on the local market data in that region. The base salary pay range for this position is $135,000-$155,000.

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.

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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.