Principal Solution Sales Advisor

Medidata Solutions, Inc.; New York (NY); Remote; USD 116,000 - 155,000; Full time

Job summary

Medidata is seeking a Biovia Principal Solution Sales Advisor to drive sales of Biovia solutions, shaping go-to-market strategies in collaboration with R&D, Marketing, and Product teams. You will build pipelines, manage opportunities, and evangelize the value of Biovia offerings to clients.

The role requires strong life sciences sales experience, SaaS sales familiarity, and the ability to travel up to 50% as needed across client locations.

Qualifications

• Bachelor's degree in Life Sciences or related field.
• 3+ years of sales experience in Laboratory, Manufacturing, Quality for Life Science companies.
• Strong knowledge of Laboratory, Manufacturing, & Quality in pharma/biotech/CDMO sectors.
• Software and/or services sales experience in biopharma/life sciences/CDMO with a track record of meeting targets.
• SaaS selling experience and understanding of SaaS sales cycles preferred.
• Prospect, secure meetings, own the sales process and win the deal.
• Manage relationships with customers and partners at senior levels.
• Experience with sales forecasting, pipeline management, and territory planning.
• Qualify and discover with new clients to drive pipeline growth.
• Strong communication, both written and verbal, and presentation skills.
• Self-motivated with autonomous work style.
• Willingness to travel up to 50%.

Responsibilities

• Achieve half-year and annual sales targets.
• Collaborate with Pre-Sales, Marketing, Product Strategy, and other teams to build pipeline and win deals.
• Present and evangelize Biovia solutions to prospects and customers with Account Executives.
• Prospect, secure meetings, and own opportunities through initiation to close.
• Manage quarterly Field Marketing activities (webinars, events, etc.).
• Support Product Marketing activities (white papers, press releases, SEO, case studies).
• Create market demand by promoting Biovia solutions via seminars, webinars and events.
• Input into talk tracks for campaigns for use by sales teams.

Skills

SaaS selling

Life sciences sales

Sales forecasting

Customer relationships

Education

Bachelor's Degree in Life Sciences

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 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.

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 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 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).

Compensation & Benefits

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 $116,250 -$155,000.

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 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.