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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 in accordance with Company policy.
About our Company:
Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating 25 years of ground-breaking technological innovation across more than thirty six thousand trials and 11 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 users trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. Discover more at www.medidata.com.
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
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 a number of factors including function, level, candidate expertise and experience, 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 $116,00-$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 best-in-class benefits, including medical, dental, life and disability insurance; 401(k) matching; 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.
Applications will be accepted on an ongoing basis until the position is filled.
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