Value and Commercial Analyst


United States - NY, New York

Requisition ID



Medidata: Power Smarter Treatments and Healthier People

Medidata is leading the digital transformation of life sciences, creating hope for millions of patients. 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 1,900+ customers and partners access the world's most trusted platform for clinical development, commercial, and real-world data. Medidata, a Dassault Systèmes company, 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 @medidata.

Your Mission:

The Value Management Director is a key role within Medidata’s Value Office and will be responsible for engaging with customers to develop compelling business cases towards deploying Medidata’s Clinical Cloud Solutions. This position provides expert consultation on value selling and includes the development of business cases with quantified monetary benefits that help create a value-based strategy for Medidata’s platform sales and for the realization of anticipated value through effective deployment and monitoring of quantifiable results.

  • Engage with customer and prospects to understand their existing clinical trial processes, challenges, and goals

  • Support customers in areas of Benefits, Total Cost of Ownership (TCO) and Return On Investment (ROI) analysis

  • Partner with field sales to create revenue growth opportunities and improve the win rate versus competitors

  • Perform analysis on prospects to identify how Medidata could impact their strategic initiatives

  • Rationalize new capability utilization and close whitespace / adoption gaps

  • Create and deliver ROI & TCO Analysis

  • Develop value models and supporting tools for use across the Global Sales Organization

  • Articulate value as a natural component of the sales process in support of the Global Sales Organization

  • Participate in internal and external strategy enablement visioning workshops to enable customers and Medidata resources through education on discovery, realization, and value optimization

  • Act as a trusted advisor to customers, prospects and partners

  • Regularly benchmark Medidata customers for best practices and value achieved Engage in value governance to bring business cases to life

  • Develop, refine, and leverage standardized innovative approaches, tools, methodologies, etc.

  • Other duties as assigned

Your Competencies:

  • Experience in Enterprise Software Sales or Management Consulting desired

  • Strong MS Excel and PowerPoint skills, experience preparing executive level presentations

  • Ability to work at all levels within an organization (C-Suite to operational layers)

  • Superior customer relationship management skills

  • Excellent written and verbal communication skills

  • Willingness to travel up to 25%

Your Education & Experience:

  • MBA preferred, Bachelor’s degree required
  • 3+ years of experience working with value modeling, ROI/TCO analysis tools

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  $57,00- $76,000

The salary range for positions that will be physically based in the California Bay Area is  $60,000- $80,000

The salary range for positions that will be physically based in the Boston Metro Area is $53,250- $71,000

The salary range for positions that will be physically based in Texas or Ohio is $51,000- $68,000

The salary range for positions that will be physically based in all other locations within the United States is $53,250- $71,000

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; unlimited paid time off (subject to management discretion); 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.

Covid Statement

Our Company requires all U.S. employees to be fully vaccinated against COVID-19 and to provide documentation of full vaccination, unless qualified for a medical, religious or state-required accommodation or otherwise exempt consistent with applicable law. Although accommodation requests will be considered (and granted where appropriate/possible), it may be determined that a candidate is unable to adequately perform the essential functions of the position without imposing an undue hardship due to customer requirements, staffing needs, or other business reasons. Definition of full-vaccination: Employees are considered to be fully vaccinated two weeks after their second dose in a 2-dose series or two weeks after a single-dose vaccine.