VP, Commercial Strategy

About the role

As the VP of Commercial Strategy, you will partner with the Sales organization in supporting overall deal management, structuring, pricing, financial modeling and analysis. You'll work across organizations, with a customer-centric focus. The role may also support account teams during customer-facing meetings.

Responsibilities

• Provide business, pricing, support to Sales for complex, and/or nonstandard transactions.
• Translate the value proposition of Medidata's offering into deal structures that assist the sales representatives in negotiating the most favorable terms and conditions for Medidata.
• Manage complex deal structures, working with Sales representatives to promote customer requirements, the business case, and deal value to several partners across Medidata.
• Be a trusted advisor to the field on pricing, margins, deal structure, and business terms.
• Maintain relationships with critical partners (e.g. Finance, Legal, Support, etc.) to expedite the approval process.
• Manage approval process for non-standard, most complex and high visibility sales transactions. This process must meet customer's critical business requirements while expediting sales velocity, and adhering to Medidata's operational policies and accounting & legal practices.
• Ensure that complex transactions are operationalized and communicated to all relevant parties to provide visibility and awareness to.
• Partner with pricing team to provide analysis around trends in customer requests and pricing.
• Develop new standards on deal management for internal review and implementation.

Qualifications

• Minimum 5-8 years experience with complex software solutions and SaaS.
• Minimum 3 years experience with growth technology environments is preferred either directly at such a company, or indirectly through a consulting relationship.
• Experience in Revenue Recognition/Legal/ Sales Planning/Operations or Business Contracting.
• Analytics skills, familiarity with SaaS pricing models and SaaS legal terms and conditions.
• Well versed in sales methodologies and their application to the team selling environment.
• Comfortable presenting and engaging with multiple teams, customers, and executive management.
• Analyze and recommend the best course of action for complex pricing and licensing situations.
• Expert knowledge of Microsoft excel (can maintain complex spreadsheets) and prior experience with modeling and analysis is necessary in performing the role.
• Team player: experience working across functions to deliver customer/prospect/client facing pricing proposals.
• Proactive, creative, entrepreneurial.
• Synthesize many threads of information to create strategic and financial insight.