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Medidata Solutions, Inc. Solution Sales Specialist, CTMS in Boston, Massachusetts

The Strategic Solution Sales team members act as product/domain experts for specific components of the Medidata Clinical Cloud. Our expertise is leveraged by Account Managers at key inflection points in the sales cycle. Beyond driving incremental revenue for the organization, we set the dialogue in the marketplace for the Medidata Clinical Cloud by working in concert with R&D, Marketing (Field & Product), Market Development, Inside Sales, Professional Services and Value Engineering. The Solution Sales Specialist, CTMS & eTMF, will shape and help execute Medidata’s go-to-market strategy for CTMS and Clinical Content Management (including eTMF) along with other products in our Clinical Operations portfolio.

  • Responsible for achieving your quarterly/annual sales target.

  • Collaborate with Pre-Sales, Marketing, Product Strategy, Product Management, Professional Services to build pipeline

  • Work in concert with Account Managers to execute on sales strategies by presenting and evangelizing the value of Medidata’s solution directly to Sponsors and CROs.

  • Assist and support Account managers and Market Development teams in speaking with prospective customer functional groups

  • Progress identified CTMS & eTMF opportunities through the sales cycle

  • Aid in supporting, establishing and managing quarterly Field Marketing activities for the Clinical Operations Solutions (including, but not limited to – webinars, conference attendance/presentation, customer and industry events)

  • Support Medidata marketing teams in establishing and managing quarterly Product Marketing activities (including, but not limited to – white papers, press releases, search engine optimization, case studies, etc.)

  • Create market demand by promoting Medidata CTMS & eTMF solutions via seminars, webinars, participation in industry events

  • Provide input into design of talk track for email / cold call campaigns to be used by Market Development and Account Managers

  • Work alongside Global Learning & Enablement to assist in development and delivery of the training offerings to scale the solution area with the direct sales force and partner teams

  • Other responsibilities as assigned

Your Competencies:

  • Strong knowledge of the biopharmaceutical clinical trials R&D process and the CRO landscape

  • Software and/or services sales experience in the biopharma, life sciences, CRO industry with a strong track record of consistently meeting or exceeding sales targets. Selling experience and understanding of SaaS sales cycles is preferred.

  • Experience supporting clinical trial operations

  • Demonstrated ability to work with and manage relationships with customers and partners at a senior management and director level

  • Perform qualification and discovery with new clients to drive pipeline growth by identifying scientific and business value for the client

  • Ability to listen actively and think logically, strategically, and tactically to solve complex problems

  • Excellent verbal, written and presentation communication skills

  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

  • Comfort with sustained business travel of up to 50% (will vary by quarter)

  • Experience with sales forecasting, pipeline management, quarterly goal attainment, territory plan development

Your Education & Experience:

  • Bachelor’s Degree is required

  • Bachelor’s Degree in the Life Sciences, Engineering or Computer Science focused discipline or equivalent experience is preferred

  • Master’s Degree or higher is a plus