Senior Enterprise Business Manager– MedTech
About the role
Location: This is a remote role. Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy.
About our Company: Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating over 25 years of ground-breaking technological innovation across more than 38,000 trials and 12 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 registered users across approximately 2,300 customers trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. A Dassault Systèmes brand (Euronext Paris: FR0014003TT8, DSY.PA), Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC. Discover more at www.medidata.com. Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.
About our Team: The Senior Enterprise Business Manager (SEBM) is a high-impact role within our MedTech business. Being the operational "business manager" across the entire MedTech portfolio, you will provide critical, multi-segment support across our Strategic, SMB, and EMEA business units. The Sr. EBM manages commercial activities of a specific Enterprise Sponsor or Sponsors regarding their currently contracted or future business with Medidata. The Sr. Enterprise Business Manager needs to be highly organized and used to working with multiple internal and external customers. You must understand standard sales processes and be well versed in internal and external operations that drive revenue recognition. Chiefly among these are contracts, change orders and Days Sales Outstanding (DSO) management. You will partner with Global Client Executives (GCEs) and Client Executives (CEs) to accelerate deals, build sales pipeline, manage critical documentation, and support targeted sales campaigns. This is a premier launchpad position designed for a professional with a successful business development background looking to master enterprise sales operations, gain global exposure, and transition into full-cycle account management. You will report to the Director of MedTech Strategic Sales.
Responsibilities
- Engage with clients to acquire signatures on contracts ensuring accuracy on specs of contracts, providing products and pricing knowledge, functioning as adjunct sales resources.
- Develop existing client relationships together with multiple internal departments (i.e. field sales, finance, sales ops, and legal).
- Work within any applicable Governance structure in place with MedTech accounts, attending, participating and helping Global Account Managers (GAMs) prepare for meetings.
- Manage the sales pipeline with our Enterprise Sponsors and update Medidata CRM system
- Achieve relevant sales targets
- Work with GAMs to coordinate opportunity efforts
- Partner with internal proposal teams to facilitate detailed pricing and contracting of Medidata's software and services, including Sales Orders and Change Orders
- Be a lead on chasing revenue and late payments included on Sales Orders and Change Orders, working with external customers to understand their processes
- Provide pricing guidance to external customers when required during any change to original contract
- Facilitate and communicate to client regular updates of quote pricing and contractual templates as required
- Collaborate with sales leadership to execute and track targeted sales campaigns tailored to specific segments or geographic regions.
- Use your business development background to spot upsell/cross-sell triggers within existing accounts during the change order and renewal processes.