Location : This is a hybrid remote/in-office role.
About the Team :
The Value Management Senior Director is a key role within Medidata's Value Office and will be responsible for engaging with customers to develop compelling business cases towards deploying Medidata's Clinical Cloud Solutions. This position provides expert consultation on value selling and includes the development of business cases with quantified monetary benefits that help create a value-based strategy for Medidata's platform sales and for the realization of anticipated value through effective deployment and monitoring of quantifiable results.
Responsibilities :
- Engage with customer and prospects to understand their existing clinical trial processes, challenges, and goals
- Support customers in areas of Benefits, Total Cost of Ownership (TCO) and Return On Investment (ROI) analysis
- Partner with field sales to create revenue growth opportunities and improve the win rate versus competitors
- Perform analysis on prospects to identify how Medidata could impact their strategic initiatives
- Rationalize new capability utilization and close whitespace / adoption gaps
- Create and deliver ROI & TCO Analysis
- Develop value models and supporting tools for use across the Global Sales Organization
- Articulate value as a natural component of the sales process in support of the Global Sales Organization
- Participate in internal and external strategy enablement visioning workshops to enable customers and Medidata resources through education on discovery, realization, and value optimization
- Act as a trusted advisor to customers, prospects and partners
- Regularly benchmark Medidata customers for best practices and value achieved Engage in value governance to bring business cases to life
- Develop, refine, and leverage standardized innovative approaches, tools, methodologies, etc.
- Other duties as assigned
Qualifications :
- Experience in Enterprise Software Sales or Management Consulting desired
- Strong MS Excel and PowerPoint skills, experience preparing executive level presentations
- Ability to work at all levels within an organization (C-Suite to operational layers)
- Superior customer relationship management skills
- Excellent written and verbal communication skills
- Willingness to travel up to 25%
- MBA preferred, Bachelor's degree required
- 10+ years of experience working with value modeling, ROI/TCO analysis tools
((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.
Salary Pay Transparency
Compensation for the role will be commensurate with experience. The total expected compensation range will be between $139500 and $186000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.
