Mid Market Technical Executive

Medidata Solutions, Inc.; Davis (CA); Hybrid; USD 106,000 - 130,000; Full time

Job summary

Medidata Solutions, Inc. seeks a Mid Market Technical Executive to translate complex digital transformation goals into high-value engagements. You will act as a trusted advisor to sales and clients, aligning clinical, financial, and operational challenges with Medidata and Dassault platforms.

In this role, you will lead pre-sales engagements with autonomy, partner with CE/CSMs, and drive strategic conversations, ROI, and TCO models for mid-market biopharma accounts.

Qualifications

• Bachelor's degree in clinical, engineering, CS or related field is required.
• 5+ years in technical pre-sales consulting, enterprise architecture, or consultative solution selling.
• Experience acting as a trusted advisor to C-suite and collaborating with Account Executives and Customer Success Managers.
• Track record of leading and closing complex technology deals in global, matrixed orgs.
• Familiarity with sales methodologies: TAS, Challenger, SPIN, or Solution Selling.
• Operational awareness using Salesforce.com, Slack, Consensus.

Responsibilities

• Establish yourself as a trusted advisor to C-suite and stakeholders, guiding long-term digital strategy.
• Partner with AE/CEs on qualification, deal strategy, territory planning, and closure.
• Collaborate with Customer Success to bridge pre-sales and post-sale activities and ensure platform adoption.
• Weave multi-product capabilities into business narratives prioritizing why over how.
• Conduct high-level visioning, whiteboarding, and executive discovery to demonstrate ROI and TCO.
• Collaborate across Sales, Professional Services, CS, and R&D to craft go-to-market strategies for board-ready transformations.
• Drive opportunity qualification and account strategy using structured sales methodologies.
• Perform high-level value demonstrations with assets and maintain awareness of architectures.
• Contribute to account technical win strategies and key engagement metrics.
• Build lasting relationships with C-suite and other stakeholders as a trusted partner.
• Team-oriented mindset to drive unified account strategies with AE and CS.
• Demonstrate confidence engaging executives during negotiations and evaluations.
• Translate architectures into financial, clinical, and operational outcomes.
• Lead discovery sessions, architecture reviews, and executive visioning workshops.

Skills

Technical pre-sales

Enterprise architecture

Consultative selling

C-suite engagement

Account collaboration

Education

Bachelor's degree in clinical/engineering/CS

Tools

Salesforce.com

Slack

Consensus

Job description

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 Role:

The Mid Market Technical Executive (TE) serves as a solution consulting authority within the Life Sciences sales organization. Operating at the intersection of technology, business strategy, and global partner ecosystems, the TE translates complex digital transformation goals into high-value customer engagements.

This role is a strategic bridge between complex platform capabilities and tangible business outcomes, acting as a "trusted advisor" to both the Sales organization and the customer. By aligning high-level clinical, financial, and operational challenges with the broader Medidata and Dassault platforms, the TE moves beyond tactical support to orchestrate pre-sales engagements with complete autonomy. Partnering directly with Client Executives (CEs) and Customer Service Managers (CSMs), you will form a powerful account triad to drive complex clinical trial technology sales cycles within mid-market biopharma accounts. This role reports to the Senior Manager of Industry Process Consultants.

Responsibilities

• Establish yourself as a core Trusted Advisor to customer C-suite, technical, operational, and strategic stakeholders, establishing technical credibility and guiding long-term digital strategy.
• Partner with Account/Client Executives (AE/CE): Work in tight alignment with AE/CEs on account qualification, deal strategy, territory planning, and driving engagements to close.
• Collaborate closely with Customer Success Managers to bridge the gap between pre-sales vision and post-sale realization, ensuring smooth handoffs, ongoing architectural health, high platform adoption, and account expansion.
• Weave multi-product capabilities into high-level business narratives that prioritize "why" over "how" rather than relying on specialists' technical demonstrations.
• Conduct high-level visioning sessions, whiteboarding, and deep-dive executive discovery to demonstrate value on complex technical, financial, and operational efficiencies across client enterprises. This may include platform return on investment (ROI), and articulate Total Cost of Ownership (TCO) models in collaboration with the Value Engineering team.
• Collaborate with Sales, Professional Services, Customer Success, and R&D to create go-to-market strategies and present board-ready transformation strategies to C-level executives (CEO, COO, CFO, CIO, CTO).
• Drive opportunity qualification and account strategy using structured sales methodologies like Target Account Selling (TAS), Challenger, or Solution Selling.
• Conduct high-level value technical demonstrations with demo assets, and maintain awareness of such assets and environment architectures to ensure customer presentations accurately reflect current and upcoming platform capabilities.
• Contribute to account technical win strategies, customer progress, and key engagement metrics.
• Proven ability to build long-lasting, authoritative relationships with C-suite, technical, operational, and strategic stakeholders, positioning oneself as an indispensable technical partner rather than a vendor.
• Exceptional team-oriented mindset with a track record of driving unified account strategies in close partnership with Account Executives and Customer Success Managers.
• Demonstrates confidence when engaging C-level decision-makers, maintaining composure during high-stakes negotiations, complex technical evaluations, or live escalations.
• Translate complex technical architectures into clear financial, clinical, and operational outcomes that resonate with business executives.
• Capable of leading discovery sessions, architecture reviews, and executive visioning workshops tailored dynamically to real-time audience feedback.

Qualifications

• Bachelor's degree in a Clinical-related field, Engineering, Computer Science, or a related scientific discipline (or equivalent practical experience).
• 5+ years of progressive experience in technical pre-sales consulting, enterprise architecture, or consultative solution selling within enterprise software or Life Sciences.
• Demonstrated experience acting as a trusted advisor to C-suite leadership and collaborating closely with Account Executives and Customer Success Managers across the customer lifecycle.
• Track record of successfully leading and closing complex technology deals within global, highly matrixed organizations.
• Awareness of strategic sales methodologies (Target Account Selling / TAS, Challenger, SPIN, or Solution Selling).
• Operational awareness using pre-sales governance and productivity platforms (Salesforce.com, Slack, Consensus).

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 $106,000 -$130,000.

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. 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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