Partner Account Manager

Medidata: Powering Smarter Treatments and Healthier People

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating 25 years of ground-breaking technological innovation across more than 36,000 trials and 11 million patients, Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. More than 1 million users trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. Discover more at www.medidata.com.

     About the team: 

The CROs Partner Account Manager develops and manages partnerships with global and local partners (Global/Local CRO accounts) that will assist and support the sales and delivery of Medidata products and services, and leverage Medidata’s position in the marketplace. This position will cover AP South and India Sales.

     Your Mission:

You will effectively be the regional key contact person to interface with global/local CROs in regard to their currently contracted or future business with Medidata. The Partner Account Manager needs to be highly organized, used to working with multiple internal and external customers, familiar with standard sales processes, and well versed in internal and external operations that drive revenue recognition. Chiefly among these are contracts, change orders and Days Sales Outstanding (DSO) management.

[Global CRO part]

·       Support global CROs and Medidata accounts go-to-market activities to meet individual/team commercial targets on a Quarterly and Annual basis

·       Execute Global CROs and Medidata co-business plan and strategy to achieve joint business objectives

·       Lead Global CROs initiatives including but not limited to accelerated sales proposals, partner enablement, technical initiatives, and governance model

·       Coordinate with other Partner team members and Medidata functions to grow partnership into a corporate asset

·       Localize and develop assets for Partners with the related departments, e.g. Partner Portal, Slides, and Collaterals.

·       Engage with Partners to acquire signature on contracts ensuring accuracy on specs of contract, providing product and pricing knowledge as necessary, functioning as adjunct sales resource

·       Develop and manage existing Medidata Partner relationships in conjunction with multiple internal departments e.g. field sales, finance, sales ops and legal

·       Working within any applicable Governance structure in place with Partner accounts, attending and participating in meetings

·       Manage the sales pipeline with our Partners and update Medidata CRM system

·       Achieve relevant sales targets

·       Work with Regional Account Managers (RAMs) and Client Executives (CE) to coordinate opportunity efforts

·       Assisting with Medidata Partner Program development, implementation and management, including go-to-market strategy

·       Liaise with internal proposal teams to facilitate detailed pricing and contracting of Medidata’s software and services, including Sales Orders and Change Orders

·       Act as the lead on chasing revenue and late payments included on Sales Orders and Change Orders, working with external customers to fully understand their processes

·       Provide updates and communicate to Partners on a regular basis - updates of Medidata quote, pricing, contractual templates etc.

·       Lead ad hoc projects as required, travel as required, other duties as assigned

[Local CRO part]

·       Define and execute a joint global business plan and strategy with Local CRO Partner(s) to achieve joint business objectives

·       Build and execute a joint plan that encompasses accelerated sales proposals, product/platform adoption, partner enablement, joint marketing, joint value proposition, technical initiatives, governance model, and executive engagement

·       Provide support to and liaise with local CRO Partners for Medidata Sales and Professional Services delivery

·       Act as single POC on Partner Account for all Medidata resources to align and coordinate with at Partner Account

·       Pursue Enterprise commitments and increase Direct Business (internal use within Partner)

·       Identify and execute Strategic Initiatives, other duties as assigned

     Your Competencies:

·       Knowledge of and experience in sales, sales operations, business strategy, partner / channel business

·       Demonstrated ability to work with and manage relationships with customers and partners at a management-level Demonstrated ability to work with and manage relationships with customers and partners at a management-level

·       Ability to listen actively and think logically, strategically, and tactically to solve complex problems Ability to listen actively and think logically, strategically, and tactically to solve complex problems

·       Excellent verbal and written communication skills

·       Self-motivated, able to work independently and demonstrates an ability to assume responsibility and be accountable in a professional manner

·       Native level language for the assigned location and business is level English required

     Your Education & Experience:

·       Bachelor’s Degree in Business, Life Sciences, Engineering or Computer Science preferred, Master’s Degree or higher a plus

·       Any other complementary courses in Life Science will be an advantage.

·       7+ years of successful hands-on experience working with partners, vendors or within a channels, sales or alliance program

·       At least 5+ years’ experience of the biopharmaceutical clinical trials R&D environment preferred

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, life and disability insurance; paid time off; paid sick leave; Employee Assistance Program; and paid parental leaves.

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

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Note: Please be on the lookout for job scams. Medidata recruiters will never ask applicants for monetary compensation, credit card, or banking details.

Inclusion Statement

As a game-changer in sustainable technology and innovation, Medidata, a Dassault Systèmes company, is striving to build more inclusive teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it’s our responsibility to foster opportunities for all people to participate in a harmonized Workforce of the Future.