Solution Sales Specialist, RTSM (Partners & CROs)

MEDIDATA; Woodbridge Township (NJ); Hybrid; USD 135,000 - 155,000; Full time

Job summary

Medidata is seeking a Partner Sales Solution Specialist (RTSM) to accelerate revenue growth across CROs and partner ecosystems. You will lead commercial RTSM deals, deliver high-impact demonstrations, and craft compelling ROI models that differentiate Medidata Rave RTSM.

Collaborating with CRO leadership, enterprise AEs, and PAMs, you will build targeted account strategies, enable partner teams with sales enablement, and maintain Salesforce CRM hygiene to improve forecasting.

Qualifications

• 10+ years RTSM/IRT experience in clinical trials platforms.
• 10+ years in technical pre-sales or SaaS life sciences sales.
• Knowledge of CRO models and partner ecosystems.
• Understanding regulatory standards (GXP, 21 CFR Part 11, GDPR).

Responsibilities

• Commercial RTSM deals; lead win strategies on CRO-led pitches.
• Deliver high-impact demonstrations and ROI models.
• Partner with CRO leadership and account teams to drive multi-product deals.
• Maintain CRM hygiene and forecast accuracy; travel as needed.

Skills

RTSM expertise

Technical pre-sales

Tools

Salesforce (SFDC)

Rave RTSM

Job description

Location: This is a hybrid remote/in-office role.

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:

Are you a technical sales professional with deep RTSM expertise driving revenue growth through strategic channel partners?

The Partner Sales Solution Specialist (RTSM) is a revenue-driving sales role responsible for accelerating the growth of Medidata Rave RTSM across our global CRO and Partner ecosystem. Sitting at the intersection of commercial sales, partner strategy, and technical solutioning, you will partner directly with CRO leadership. You will also partner with enterprise account executives and partner account managers. Together, you will aim to win complex deals, expand RTSM market share, and monetize partner pipelines.

Responsibilities:

Commercial Solution Selling & Winning Deals

• Be a principal RTSM sales expert and deal-closer on strategic CRO-led pitches, sponsor joint sales opportunities, and replacement campaigns.
• Deliver high-converting, value-based product demonstrations and technical pitches that position Rave RTSM over legacy competitors (e.g., Endpoint, Suvoda, Cenduit, 4G Clinical).
• Craft compelling commercial solution architectures, Return on investment models, and business cases that address complex randomization and clinical supply chain challenges.
• Lead the technical win across RFPs, RFIs, and complex proof-of-concepts, directly increasing deal win rates and shortening sales cycles within the partner channel.

Partner Revenue Enablement & Commercial Upsell

• Empower and equip partner sales, solution architecture, and BD teams to pitch, cross-sell, and position Rave RTSM to their sponsor bases.
• Work with strategic CRO partners to identify hidden RTSM opportunities within their existing EDC footprint, driving multi-product platform upsells.
• Deliver dynamic "Sales Enablement Bootcamps" and commercial messaging updates to partner teams to maximize channel-led pipeline generation.

Strategic Pipeline Generation & Account Planning

• Partner with Partner Account Managers (PAMs) and Enterprise AEs to build and manage targeted account strategies for top-tier CRO partners.
• Co-sell alongside partner BD teams during executive sponsor meetings to establish Medidata RTSM as the enterprise standard for their clinical portfolio.
• Uncover and capture strategic market requirements to influence product roadmaps, ensuring Medidata stays ahead of competitive market shifts.

Market Leadership & Deal Support Operations

• Maintain rigorous CRM hygiene in Salesforce (SFDC), tracking deal progress, technical milestones, and platform attachment rates for accurate sales forecasting.
• Represent Medidata at important commercial industry events, partner summits, and executive roundtables to lead brand authority and lead generation.

Qualifications:

Commercial & Sales Background Experience

• 10+ years of direct experience with RTSM / IRT (Interactive Response Technology) / IRT/RTSM within clinical trials platforms (either at a vendor, CRO, or sponsor).
• 10+ years in a technical pre-sales, solution consulting, sales engineering, or partner enablement role within the SaaS Life Sciences software space.
• Knowledge of CRO commercial models, joint-selling frameworks, and partner ecosystem mechanics.
• Foundational knowledge of clinical trial operations, randomization schemes, blind/unblinded workflows, and clinical trial supply chain dynamics (depot distribution, kit dispensation, temperature monitoring, and forecasting).
• In-depth understanding of regulatory standards governing clinical trials and RTSM software (GXP, 21 CFR Part 11, Annex 11, HIPAA, GDPR).
• Hands-on familiarity with Medidata Rave RTSM (or competing commercial RTSM systems such as Endpoint, Suvoda, Cenduit, or 4G Clinical).
• Familiarity with the commercial benefits of a unified platform approach (connecting RTSM with EDC, eCOA, and Supply Management).
• Sales Experience & Deal Control: Ability to navigate complex sales cycles, map value to customer pain points, and position premium solutions against low-cost competitors.
• Masterful Storytelling: Experience establishing communication and engagement with prospects—able to turn complex software features into compelling, sales narratives.
• Relationship Building: Natural capability to build partnership and credibility with both external CRO executives and internal enterprise sales leaders.
• Travel: Willingness to travel up to 30% for important prospect meetings, partner QBRs, and industry summits.

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 several factors including function, level, candidate expertise, 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 $135,000-$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.

#LI-LW1

#LI-Hybrid

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata 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, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

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 $138000 and $155000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.

MEDIDATA generates the evidence and insights to help pharmaceutical, biotech, medical device and diagnostics companies, and academic researchers accelerate value, minimize risk, and optimize outcomes.

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