• In this role, you will partner with the Sales and Services teams in supporting overall deal pursuit, strategy, management and negotiations
• Success in the role requires ability to work across multiple functional areas, with a customer-centric lens
• You will require direct customer-facing meetings and accountability for driving successful outcomes
• This role reports to the SVP for Commercial Strategy
• Experience using a CRM software system
• Work with sales to define specific deal strategy and plan of pursuit
• Provide strategic guidance on deal structure and client-facing deliverables
• Work with cross-functional areas including Legal, Sales Ops, Finance, Pricing, Professional Services and others to triangulate and optimize agreement structures, resolve complex situations or escalations while maximizing revenue/bookings
• Understand, define and optimize agreements for positive revenue impact and long-term success
• Engage and lead in direct client negotiations
• Collaborate with sales on sales strategy and execution, creating compelling events and driving successful outcomes
• Translate the value proposition of Medidata's offering into deal structures that lead to optimized terms and conditions for Medidata
• Manage complex deal structures, working closely with Sales representatives to articulate customer requirements, the business case, and deal value both internally and externally
• Serve as the trusted advisor to the field on pricing, revenue recognition, deal structure, and business terms

Foster and maintain strong working relationships with critical business partners (e.g. Finance, Legal, Support, etc.) to expedite the review and approval process Manage business approval process for non-standard, most complex and high visibility sales transactions to meet customer's critical business requirements while expediting sales velocity, and adhering to Medidata's operational policies, accounting & legal practices

• Position agreements for joint Medidata/Client long-term success, including renewals, product/category expansion and adoption
• Ensure that complex transactions are operationalized and communicated to all relevant parties to provide visibility and awareness

Inspire creativity and simplification developing new standards on engaging clients with value propositions and commercial terms

• Minimum 10 Years Experience in Sales and Sales Management
• 5+ years of experience with complex software solutions and SaaS
• Minimum 5 years experience with growth technology environments, either directly at such a company, or indirectly through a - consulting relationship
• Experience in Revenue Recognition/Legal/ Sales Planning/Operations or Business Contracting
• BS/BA Required
• Successful track record in SaaS sales and Sales Management
• Successful track record in complex deal structures and negotiations
• Successfully engage and scale at every level of client's organization
• Negotiation and Analytics skills
• Familiarity with SaaS pricing models and typical SaaS legal terms and conditions
• Well versed in sales methodologies and their application to the team selling environment
• Comfortable presenting and engaging with cross-functional teams, customers, and executive management
• Understand client perspectives, simplify complex problems, provide creative alternatives
• Team player: experience working across functions to own and deliver customer/prospect/client-facing proposals
• Proactive, creative and entrepreneurial
• Synthesize many threads of information to generate strategic and financial insights

Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable state laws and local ordinances

• The base salary pay range for this position is $168,000 - $224,000
• 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 $168000 and $224000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus