Solution Sales Specialist, RBQM and CTMS


United States - NY, New York

Requisition ID



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 ground-breaking technological innovations, Medidata has supported more than 30,000 clinical trials and 9 million study participants. And Medidata’s ongoing commitment to infusing the patient voice into trial designs and solutions is helping to create a better and more inclusive experience for all participants in clinical studies. Medidata is involved in nearly 40% of company-initiated trial starts globally, with studies conducted in more than 140 countries. More than 70% of novel drugs approved by the Food and Drug Administration (FDA) in 2022 were developed with Medidata software. Medidata is headquartered in New York City and has offices around the world to meet the needs of its customers. Discover more at www.medidata.comand follow us @medidata.

Your Mission:

The Strategic Solution Sales team members act as product/domain experts for specific components of the Medidata Clinical Cloud. Our expertise is leveraged by Account Managers at key inflection points in the sales cycle. Beyond driving incremental revenue for the organization, we set the dialogue in the marketplace for the Medidata Clinical Cloud by working in concert with R&D, Marketing (Field & Product), Market Development, Inside Sales, Professional Services and Value Engineering. The Solution Sales Specialist, Risk Based Monitoring (RBQM), will shape and help execute Medidata’s go-to-market strategy for CTMS, eTMF, Centralized Statistical Analysis and other products in our CTMS and RBQM portfolio.

Responsible for achieving your quarterly/annual sales target.

Collaborate with Pre-Sales, Marketing, Product Strategy, Product Management, Professional Services to build pipeline

Work in concert with Account Managers to execute on sales strategies by presenting and evangelizing the value of Medidata’s solution directly to Sponsors and CROs.

Assist and support Account managers and Market Development teams in speaking with prospective customer functional groups

Progress identified RBQM and CTMS opportunities through the sales cycle

Aid in supporting, establishing and managing quarterly Field Marketing activities for the CTMS and RBQM Solutions (including, but not limited to – webinars, conference attendance/presentation, customer and industry events)

Support Medidata marketing teams in establishing and managing quarterly Product Marketing activities (including, but not limited to – white papers, press releases, search engine optimization, case studies, etc.)

Create market demand by promoting Medidata CMTS and RBQM solutions via seminars, webinars, participation in industry events

Provide Subject Matter Expertise input into design of talk track for email / cold call campaigns to be used by Market Development and Account Managers

Work alongside Global Learning & Enablement to assist in development and delivery of the training offerings to scale the solution area with the direct sales force and partner teams

Other responsibilities as assigned

Your Competencies:

Strong knowledge of the biopharmaceutical clinical trials R&D process

Strong understanding of or past experience working within Clinical Operations.

Sales experience in the biopharma, life sciences, or CRO industry with a strong track record of consistently meeting or exceeding sales targets. Selling experience and understanding of SaaS sales cycles is preferred. 

Experience supporting clinical trial operations

Demonstrated ability to work with and manage relationships with customers and partners at a senior management and director level

Perform qualification and discovery with new clients to drive pipeline growth by identifying scientific and business value for the client

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

Excellent verbal, written and presentation communication skills

Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

Comfort with sustained business travel of 30-50% (will vary by quarter)

Experience with sales forecasting, pipeline management, quarterly goal attainment, territory plan development

Your Education & Experience:

Bachelor’s Degree is required

Bachelor’s Degree in the Life Sciences, Engineering or Computer Science focused discipline or equivalent experience is preferred

Master’s Degree or higher is a plus

As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location.

  • The salary range for positions that will be physically based in the NYC Metro Area is  $116,250- $155,000.

  • The salary range for positions that will be physically based in the California Bay Area is $123,000- $164,000.

  • The salary range for positions that will be physically based in the Boston Metro Area is $116,250- $155,000 .

  • The salary range for positions that will be physically based in Texas or Ohio is $105,000- $140,000.

  • The salary range for positions that will be physically based in all other locations within the United States is $116,250- $157,010 .

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; unlimited 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.