Mid Market Technical Executive

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

Benefits offered by this job

Medical insurance

Dental insurance

Life insurance

401(k) matching

Family leave

Flexible paid time off

Job summary

Medidata is seeking a Mid Market Technical Executive to serve as a solution consulting authority within the Life Sciences sales organization. The TE translates complex digital transformation goals into high-value customer engagements and acts as a trusted advisor to both Sales and customers.

This role partners with Client Executives and Customer Service Managers, driving pre-sales engagements across mid-market biopharma accounts and reporting to the Senior Manager of Industry Process Consultants.

Qualifications

• Bachelor's degree in clinical/engineering/science or related field.
• 5+ years in technical pre-sales consulting, enterprise architecture, or consultative solution selling.
• Experience as trusted advisor to C-suite and cross-functional teams.
• Track record closing complex tech deals in global, matrixed orgs.
• Familiarity with sales methodologies (TAS, Challenger, SPIN, Solution Selling).
• Proficient use of pre-sales governance tools (Salesforce, Slack, Consensus).

Responsibilities

• Establish credibility with C-suite and strategic stakeholders to guide long-term digital strategy.
• Collaborate with AE/CE on qualification, deal strategy, and territory planning.
• Bridge pre-sales with post-sale activities via Customer Success to ensure adoption and expansion.
• Weave platform capabilities into business narratives emphasizing value over technical detail.
• Lead discovery, architecture reviews, and executive visioning workshops.
• Develop go-to-market and transformation strategies with cross-functional teams.

Skills

Executive communication

Pre-sales experience

Enterprise software

Education

Bachelor's degree

Tools

Salesforce

Slack

Consensus

Job description

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 Systemes 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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Inclusion statement

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at 3DS are based on merit, qualifications and abilities. 3DS 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 (40 and above), disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. 3DS will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.
Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state laws and local ordinances. We are committed to fair employment practices and will evaluate all candidates based on their qualifications, regardless of past arrest or conviction history.

Salary Pay Transparency

Compensation for the role will be commensurate with experience. The total expected compensation range will be between $106000 and $130000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.