VP, Commercial Strategy

About the Company:

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. Medidata is a Dassault Systèmes brand (Euronext Paris: FR0014003TT8, DSY.PA), headquartered in New York City.

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.
• 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.

Pay:

The base salary pay range for this position is $184,500-$246,000 Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. 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; flexible paid time off; and 10 paid holidays per year.