Client Executive, West

About our Company:

Medidata, a Dassault Systemes 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.

About the Team:

• The Client Executive (CE) is an Advanced-level professional who exhibits wide-ranging experience and uses in-depth professional knowledge, acumen, and concepts to resolve complex models and procedures.
• The CE is responsible for achieving booking, revenue, and profit objectives within their assigned account territories, identifying sales opportunities through daily prospecting, and efficiently leveraging Medidata resources
• Client Executives create and build consultative, long-term relationships with customers to deliver tailored, cost-effective solutions, requiring personal involvement and high customer satisfaction

Responsibilities:

• Sales Target Attainment: Accomplish booking, revenue, and profit targets, along with daily, weekly, and quarterly productivity metrics through daily outbound calling . Directly close sales transactions with clients and partner with Market Development Specialists to close mid-market lead opportunities . May be accountable through a team for the delivery of tactical business targets.
• 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. Responsibilities also include the occasional, targeted pursuit of new business opportunities ("new logos") through strategic networking and high-level prospecting, making up a minor component of the overall role.
• Problem Solving & Complexity: Understand and work on complex issues where analyzing situations or data requires an in-depth evaluation of variable factors . Determine methods and procedures on new assignments, exercising judgment in selecting, evaluating, and adapting complex techniques to obtain results . Provide solutions to issues creatively and effectively while understanding the interrelationships of different disciplines . Work is reviewed upon completion to ensure consistency with departmental objectives .
• Collaboration & Network Leadership: Establish relationships with "C-Level" decision-makers and maintain well-coordinated internal relationships . Network with key contacts outside your own area of expertise, adapting your style and using persuasion to deliver messages relating to the wider firm business. Educate prospects on Medidata's value proposition, develop external relationships with partners, and frequently advise others on complex matters. Direct the application of existing principles and guide the development of new policies and ideas .
• Planning & Administration: Develop and execute a sales plan for a new book of business or newly assigned territory. Coordinate resources within sales and other departments. Maintain sales plans, account, and opportunity data within systems like Salesforce, and handle weekly, monthly, and quarterly pipeline forecasting.

Qualifications:

• Education & Experience: This role typically requires a minimum of 8 years of related experience with a Bachelor's degree; or 6 years and a Master's degree; or a PhD with 3 years of experience; or equivalent work experience .
• Sales Expertise: Demonstrated track record of exceeding sales targets, expertise with process-approached selling, and application software sales experience . Strong business experience following a clear process for outreach using different methods .
• Skills: Experience balancing multiple sales opportunities, establishing engagement with prospects, working in a web-based environment, and researching/generating leads.
• 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.

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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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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.

We will accept applications on an ongoing basis until we fill the position.

Compensation for the role will be commensurate with experience. The total expected compensation range will be between $116750 and $155000, representing the base salary (or annualized salary based on estimated hourly compensation) and target bonus.