Location: This is a hybrid remote/in-office role.
About the Team:
As the VP of Commercial Strategy, you will partner with the Sales organization in supporting overall deal management, structuring, pricing, financial modeling and analysis. We're looking for you to work across organizations, with a customer-centric focus. The role may also support account teams during customer-facing meetings. This role will report to leader in Commercial Strategy.
Responsibilities:
- Provide business, pricing, support to Sales for complex, and/or nonstandard transactions.
- Translate the value proposition of Medidata's offering into deal structures that assist the sales representatives in negotiating the most favorable terms and conditions for Medidata.
- Manage complex deal structures, working with Sales representatives to promote customer requirements, the business case, and deal value to several partners across Medidata.
- Be a trusted advisor to the field on pricing, margins, deal structure, and business terms.
- Provide a "hands-on" approach to complex situations or escalations and work throughout departments (e.g. Legal, Finance, Product) to provide a resolution while maximizing revenue/bookings.
- Maintain relationships with critical partners (e.g. Finance, Legal, Support, etc.) to expedite the approval process.
- Manage approval process for non-standard, most complex and high visibility sales transactions. This process must meet customer's critical business requirements while expediting sales velocity, and adhering to Medidata's operational policies and accounting & legal practices.
- Ensure that complex transactions are operationalized and communicated to all relevant parties to provide visibility and awareness to.
- Partner with pricing team to provide analysis around trends in customer requests and pricing.
- Develop new standards on deal management for internal review and implementation.
Qualifications:
- Minimum 5-8 years experience with complex software solutions and SaaS.
- Minimum 3 years experience with growth technology environments is preferred either directly at such a company, or indirectly through a - consulting relationship.
- Experience in Revenue Recognition/Legal/ Sales Planning/Operations or Business Contracting.
- Bachelor's of Science of Arts required
- Analytics skills, familiarity with SaaS pricing models and SaaS legal terms and conditions.
- Well versed in sales methodologies and their application to the team selling environment.
- Comfortable presenting and engaging with multiple teams, customers, and executive management.
- Analyze and recommend the best course of action for complex pricing and licensing situations.
- Expert knowledge of Microsoft excel (can maintain complex spreadsheets) and prior experience with modeling and analysis is necessary in performing the role.
- Team player: experience working across functions to deliver customer/prospect/client facing pricing proposals.
- Proactive, creative, entrepreneurial.
- Synthesize many threads of information to create strategic and financial insight.
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 $184,500-$246,000
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 best-in-class benefits, including medical, dental, life and disability insurance; 401(k) matching; 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 $184000 and $246000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.
