Location: This is a hybrid remote/in-office role.
About the Team:
The Value Management Senior Director is an important role within Medidata's Value Office and will engage with customers to develop compelling business cases towards deploying Medidata's Clinical Cloud Solutions. You will provide expert consultation on value selling. It includes the development of business cases with quantified monetary benefits. These benefits help create a strategy for Medidata's platform sales. Additionally, they aid in the realization of anticipated value through deployment and monitoring of quantifiable results. This role will report to the VP for Commercial Strategy.
Responsibilities:
- Engage with customer and prospects to understand their existing clinical trial processes and goals
- Support customers in areas of Benefits, Total Cost of Ownership (TCO) and Return On Investment return on investment 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 improve their strategic plans
- Rationalize new capability use and close whitespace / adoption gaps
- Create Return on investment and TCO Analysis
- Develop value models and supporting tools for use across the Global Sales Organization
- Explain value as a natural component of the sales process to support the Global Sales Organization
- Participate in internal and external strategy enablement visioning workshops to promote customers and Medidata resources through education on discovery, realization, and value optimization
- Be the trusted advisor to customers, prospects and partners
- Benchmark Medidata customers for best practices and value achieved contribute to value governance to bring business cases to life
- Develop, refine, and use standardized approaches, tools, methodologies.
Qualifications:
- Experience in Enterprise Software Sales or Management Consulting
- Experience preparing executive level presentations
- Work at all levels within an organization (C-Suite to operational layers)
- Willingness to travel up to 25%
- MBA preferred, Bachelor's degree required
- 10+ years of experience working with value modeling, Return on investment/TCO analysis tools
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 $135,000-$186,000.
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.
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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.
