Global Client Executive

About our Company:

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 

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About the Team:

The Senior Client Executive is an Expert-level professional who applies broad expertise and knowledge in highly specialized fields or several related disciplines . You will be responsible for achieving booking, revenue, and profit objectives within assigned account territories, identifying sales opportunities through daily prospecting, and efficiently leveraging resources to build consultative, long-term relationships with customers . At this level, you are accountable for results, which may impact the entire function.

Responsibilities:

• Sales Target Attainment: Accomplish booking, revenue, and profit targets, as well as daily, weekly, and quarterly productivity metrics through daily outbound calling to prospective customers. You will be directly responsible for closing sales transactions and partnering with Market Development Specialists to close mid-market leads. Operating as an expert, you will also lead and contribute to the development of company objectives and principles to achieve goals in creative and effective ways.
• Territory Ownership: Responsible for managing, deepening and elevating (C-Suite) relationships within an existing portfolio of client organizations. This role requires a high degree of strategic account planning, negotiation, and cross-functional collaboration to maximize client satisfaction and expand service adoption, with a strong emphasis on growing revenue within the existing client base.
• Problem Solving & Complexity: Work on significant and unique issues where analysis of situations or data requires an evaluation of intangibles. This role requires conceptual thinking to understand advanced issues and implications, as well as the ability to exercise independent judgment in methods, techniques, and evaluation criteria for obtaining results.
• Collaboration & Thought Leadership: Establish relationships with "C-Level" decision makers within prospect organizations while maintaining well-coordinated internal relationships. You will be expected to create formal networks involving coordination among groups and focus on providing thought leadership on broader organization projects. Recognized internally as a subject matter expert, you will need to convey advanced information and persuade several diverse stakeholders and audiences, and you may direct the activities of others.
• Planning & Administration: Develop and execute sales plans as it relates to developing a new book of business, build customer loyalty, and achieve retention rates. Coordinate resources within sales and other departments, maintain accurate account and opportunity data in Salesforce, and complete weekly, monthly, and quarterly pipeline forecasting.

Qualifications:

• Experience & Education: This role typically requires a minimum of 12 years of related experience with a Bachelor's degree; or 8 years and a Master's degree; or a PhD with 5 years of experience; or equivalent experience. Preferred educational backgrounds include a Bachelor's degree in Life Sciences, Business, Computer Science, or equivalent relevant sales experience. Significant barriers to entry exist at this level, which may require committee review.
• Sales Expertise: Demonstrated track record in exceeding sales targets, expertise with process approached selling, and application software sales experience.
• Skills: Experience balancing multiple sales opportunities, establishing communication and engagement with prospects, and strong business experience following a clear process for outreach using different methods.
• Travel: The majority of your time will be dedicated to traveling for in-person client meetings, though the specific frequency may fluctuate depending on the quarter.

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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