Senior Director, Enterprise Agreements

Location :  Hybrid/Remote

Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week in accordance with Company policy.

About our Company :

Medidata: Powering Smarter Treatments and Healthier People

Medidata, a Dassault Systèmes company, is leading the digital transformation of life sciences, creating hope for millions of people. Medidata helps generate the evidence and insights to help pharmaceutical, biotech, medical device and diagnostics companies, and academic researchers accelerate value, minimize risk, and optimize outcomes. More than one million registered users across 2,000+ customers and partners access the world's most trusted platform for clinical development, commercial, and real-world data. Known for its groundbreaking technological innovations, Medidata has supported more than 33,000 clinical trials and 10 million study participants. Medidata is headquartered in New York City and has offices around the world to meet the needs of its customers. Discover more at and follow us on LinkedIn , Instagram , and X .

About the Team :

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.

Responsibilities :

• 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.

Qualifications :

• 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

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 $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.

Equal Employment Opportunity :

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

Applications will be accepted on an ongoing basis until the position is filled.

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