Description - Internal
Location: This is a remote role. 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.
We will accept applications on an ongoing basis until we fill the position.
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