Senior Director, Value Engineering

PowerToFly; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Job summary

Medidata seeks a Value Management Senior Director in London to lead value-based selling by engaging customers and developing business cases for deploying Medidata’s Clinical Cloud Solutions. You will provide expert ROI/TCO analyses, build value models, and partner with Field Sales to drive revenue growth while ensuring measurable value delivery across the global sales organization.

The role requires 10+ years of enterprise software or consulting experience, MBA preferred, and willingness to

Qualifications

• Experience in Enterprise Software Sales or Management Consulting.
• Strong MS Excel and PowerPoint skills, experience preparing executive level presentations.
• Ability to work at all levels within an organization (C-Suite to operational layers).
• Superior customer relationship management skills.
• Excellent written and verbal communication skills.
• Willingness to travel up to 25%.
• MBA preferred, Bachelor's degree required.
• 10+ years of experience working with value modeling, ROI/TCO analysis tools.

Responsibilities

• Engage with customers to understand their clinical trial processes, challenges, and goals in order to develop compelling business cases.
• Support customers in Benefits, ROI/TCO analysis and overall value creation.
• Partner with field sales to create revenue growth opportunities and improve win rate versus competitors.
• Perform ROI and TCO analyses and develop value models and tools for use across the Global Sales Organization.
• Act as a trusted advisor to customers, prospects and partners.

Skills

MS Excel

PowerPoint

Value modeling

ROI/TCO analysis

Executive communication

Stakeholder management

Education

MBA

Bachelor's degree

Job description

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 Value Management Senior Director is a key role within Medidata's Value Office and will be responsible for engaging with customers to develop compelling business cases towards deploying Medidata's Clinical Cloud Solutions. This position provides expert consultation on value selling and includes the development of business cases with quantified monetary benefits that help create a value-based strategy for Medidata's platform sales and for the realization of anticipated value through effective deployment and monitoring of quantifiable results.

Responsibilities

• Engage with customer and prospects to understand their existing clinical trial processes, challenges, and goals
• Support customers in areas of Benefits, Total Cost of Ownership (TCO) and Return On Investment (ROI) analysis
• Partner with field sales to create revenue growth opportunities and improve the win rate versus competitors
• Perform analysis on prospects to identify how Medidata could impact their strategic initiatives
• Rationalize new capability utilization and close whitespace / adoption gaps
• Create and deliver ROI & TCO Analysis
• Develop value models and supporting tools for use across the Global Sales Organization
• Articulate value as a natural component of the sales process in support of the Global Sales Organization
• Participate in internal and external strategy enablement visioning workshops to enable customers and Medidata resources through education on discovery, realization, and value optimization
• Act as a trusted advisor to customers, prospects and partners
• Regularly benchmark Medidata customers for best practices and value achieved Engage in value governance to bring business cases to life
• Develop, refine, and leverage standardized innovative approaches, tools, methodologies, etc.
• Other duties as assigned

Qualifications

• Experience in Enterprise Software Sales or Management Consulting desired
• Strong MS Excel and PowerPoint skills, experience preparing executive level presentations
• Ability to work at all levels within an organization (C-Suite to operational layers)
• Superior customer relationship management skills
• Excellent written and verbal communication skills
• Willingness to travel up to 25%
• MBA preferred, Bachelor's degree required
• 10+ years of experience working with value modeling, ROI/TCO analysis tools

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; a generous pension; and 25+ paid holidays per year.

Applications will be accepted on an ongoing basis until the position is filled.

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