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.
We will accept applications on an ongoing basis until we fill the position.
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