Commercial Strategy Director
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 Systèmes 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. You will report into the VP of Commercial Strategy.
Responsibilities:
- 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:
- 5-8 years experience with complex software solutions and SaaS
- Minimum 5 years experience with growth technology environments either directly at such a company, or indirectly through a - consulting relationship
- BS/BA Required
- Advanced degree or MBA
- Successful track record in complex deal structures and negotiations.
- Engage and scale at every level of a client's organization. Negotiation, and Analytics skills.
- Familiarity with SaaS pricing models and typical SaaS legal terms and conditions
- Well versed in sales methodologies and their application to the team selling environment
- Comfortable presenting and engaging with teams, customers, and executive management.
- Understand client perspectives, simplify complex problems, and provide creative alternatives.
- 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)
- Customer Experience establishing communication and engagement with prospects
- Experience establishing communication and engagement with prospects
((Insert Pay Transparency Language Here))
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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Inclusion statement
MEDIDATA genera le evidenze e le informazioni necessarie per aiutare le aziende farmaceutiche, biotecnologiche, di dispositivi medici e di diagnostica e i ricercatori nelle università ad accelerare il valore, ridurre al minimo i rischi e ottimizzare i risultati.
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