Principal Solution Sales Advisor

Medidata Solutions, Inc.; Davis (CA); On-site; USD 116,000 - 155,000; Full time

Job summary

Medidata Solutions, Inc. is seeking a Biovia Principal Solution Sales Advisor to drive revenue for the Biovia portfolio in a remote role. You will collaborate with client executives and cross-functional teams to win deals and shape go-to-market strategies.

You will leverage a strong background in laboratory, manufacturing, and quality domains as you prospect, present, and close opportunities with life science companies. Travel up to 50% may be required.

Qualifications

• Bachelor’s degree in Life Sciences or related field or equiv. experience.
• 3+ years selling into Life Science/Lab/Quality segments.
• Strong knowledge of pharma/biotech/CDMO labs, manufacturing, quality.
• Experience selling software/services (SaaS) to life sciences.
• Proven ability to forecast, manage pipeline and hit targets.
• Proven ability to develop relationships with senior client stakeholders.
• Willingness to travel up to 50% as needed.

Responsibilities

• Achieve half-year and annual sales targets.
• Collaborate with Pre-Sales, Marketing, Product Strategy and others to build pipeline.
• Present and evangelize Biovia solutions to prospects and customers.
• Prospect, secure meetings, manage deals from initiation to close.
• Oversee field marketing activities and collateral for product marketing.
• Provide input to talks and messaging for campaigns.

Skills

Laboratory sales

Quality knowledge

SaaS sales

Forecasting

Account management

Prospecting

Travel readiness

Education

Bachelor's Degree in Life Sciences or Science focused discipline

Job description

Location

This is a remote role.

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 Team

The Biovia Principal Solution Sales Advisor team members are Sales Professionals and Product/Domain Experts for specific components of our Biovia Portfolio. We create, drive, and own sales opportunities as well as having our expertise leveraged by Client Executives & Account Executives at key inflection points in the sales cycle. Beyond driving incremental revenue for the organization, we set the dialogue in the marketplace for Biovia by working in concert with R&D, Marketing (Field & Product), Market Development, Business Development, Professional Services and Value Engineering. You will shape and help execute the go-to-market strategy for our Biovia solutions. You will report to the Senior Director of Solution Sales Specialists.

Responsibilities

• Responsible for achieving your half year and annual sales targets
• Collaborate with Pre-Sales, Marketing, Product Strategy, Product Management, Professional Services to build pipeline and win deals
• Work in collaboration with Client Executives & Account Executives to execute sales strategies by presenting and evangelizing the value of Biovia's solutions directly to prospects and customers.
• Prospecting, securing meetings, owning Biovia opportunities from initiation through close in the sales cycle
• Manage quarterly Field Marketing activities for the Biovia Solutions (including, but not limited to - webinars, conference attendance/presentation, customer, and industry events)
• Support 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 Biovia solutions via seminars, webinars, social media, and participation in industry events
• Provide input into design of talk track for email / cold call campaigns to be used by you, as well as Account Executives, Client Executives, and Business Development

Qualifications

• Bachelor's Degree in the Life Sciences or Science focused discipline or equivalent experience is preferred
• 3+ years of Laboratory, Manufacturing, Quality successful sales experience into Life Science companies
• Strong knowledge of the Laboratory, Manufacturing, & Quality as it relates to pharma/ biotech/ CDMO companies
• Software and/or services sales experience in the biopharma, life sciences, CDMO industry with a strong proven track record of meeting or exceeding sales targets.
• SaaS selling experience and understanding of SaaS sales cycles is preferred.
• Prospect, secure meetings, own the sales process, presentations, proposals, and win the deal.
• Manage relationships with customers and partners at a senior management and director level.
• Experience with sales forecasting, pipeline management, quarterly goal attainment, territory plan development
• Perform qualification and discovery with new clients to drive pipeline growth by identifying scientific and business value for the client.
• Listen 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).

As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. The salary range for positions that will be physically based in the California Bay Area is $123,000-$164,000. The salary range for positions that will be physically based in all other locations within the United States is $116,250-$155,00.

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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Note: Please be on the lookout for job scams. Medidata recruiters will never ask applicants for monetary compensation, credit card, or banking details.

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 $116250 and $155000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.