- The Client Executive (CE) is an Advanced-level professional who exhibits wide-ranging experience and uses in-depth professional knowledge, acumen, and concepts to resolve complex models and procedures.
- The CE is responsible for achieving booking, revenue, and profit objectives within their assigned account territories, identifying sales opportunities through daily prospecting, and efficiently leveraging Medidata resources
- Client Executives create and build consultative, long-term relationships with customers to deliver tailored, cost-effective solutions, requiring personal involvement and high customer satisfaction
Responsibilities: - Sales Target Attainment: Accomplish booking, revenue, and profit targets, along with daily, weekly, and quarterly productivity metrics through daily outbound calling . Directly close sales transactions with clients and partner with Market Development Specialists to close mid-market lead opportunities . May be accountable through a team for the delivery of tactical business targets.
- Territory Ownership: Responsible for managing, deepening, and elevating (C-Suite) relationships within an existing portfolio of client organizations. This role requires a high degree of strategic account planning, negotiation, and cross-functional collaboration to maximize client satisfaction and expand service adoption. Responsibilities also include the occasional, targeted pursuit of new business opportunities ("new logos") through strategic networking and high-level prospecting, making up a minor component of the overall role.
- Problem Solving & Complexity: Understand and work on complex issues where analyzing situations or data requires an in-depth evaluation of variable factors . Determine methods and procedures on new assignments, exercising judgment in selecting, evaluating, and adapting complex techniques to obtain results . Provide solutions to issues creatively and effectively while understanding the interrelationships of different disciplines . Work is reviewed upon completion to ensure consistency with departmental objectives .
- Collaboration & Network Leadership: Establish relationships with "C-Level" decision-makers and maintain well-coordinated internal relationships . Network with key contacts outside your own area of expertise, adapting your style and using persuasion to deliver messages relating to the wider firm business. Educate prospects on Medidata's value proposition, develop external relationships with partners, and frequently advise others on complex matters. Direct the application of existing principles and guide the development of new policies and ideas .
- Planning & Administration: Develop and execute a sales plan for a new book of business or newly assigned territory. Coordinate resources within sales and other departments. Maintain sales plans, account, and opportunity data within systems like Salesforce, and handle weekly, monthly, and quarterly pipeline forecasting.
Qualifications: - Education & Experience: This role typically requires a minimum of 8 years of related experience with a Bachelor's degree; or 6 years and a Master's degree; or a PhD with 3 years of experience; or equivalent work experience .
- Sales Expertise: Demonstrated track record of exceeding sales targets, expertise with process-approached selling, and application software sales experience . Strong business experience following a clear process for outreach using different methods .
- Skills: Experience balancing multiple sales opportunities, establishing engagement with prospects, working in a web-based environment, and researching/generating leads.
- Travel: The majority of your time will be dedicated to traveling for in-person client meetings, though the specific frequency may fluctuate depending on the quarter.
((Insert Pay Transparency Language Here)) 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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