Sales & Marketing

Partner Business Manager

Sales : Partners Sales Support | New York, United States

Our Industry: Where we play
We sit at the intersection of technology and Life Sciences industries. Humbly, we’ve been told that we are the leader in application software for the clinical development process, tackling real-world problems and making a real difference in the lives of patients everywhere. With the current transformation in the life sciences industry, we are at the forefront of providing an advanced clinical development platform for our clients to further improve the accuracy, timeliness and ease of the data collection process. That means better treatments can reach waiting patients sooner. We are publicly traded (MDSO) with over 700 customers, customer retention rates above 99%, and the experience of supporting more than 10,000 clinical trials. We are still led by Co-founders, Tarek Sherif and Glen de Vries, and have global operations in US, Europe and Asia.

Your Mission:
The Partner Business Manager effectively manages commercial activities of a specific Partner or Partners in regards to their currently contracted or future business with Medidata. The Partner Business Manager needs to be highly organized, used to working with multiple internal and external customers, familiar with standard sales processes, and well versed in internal and external operations that drive revenue recognition. Chiefly among these are contracts, change orders and Days Sales Outstanding (DSO) management.

Your Commitments:
• Engage with Partners to acquire signature on contracts ensuring accuracy on specs of contract, providing product and pricing knowledge as necessary, functioning as adjunct sales resource with guided support from the respective Partner Account Manager
• Develop and manage existing Medidata Partner relationships in conjunction with multiple internal departments e.g. field sales, finance, sales ops and legal
• Be able to have guided sales discussions with Partner business contacts
• Working within any applicable Governance structure in place with Partner accounts, attending and participating in meetings
• Manage the sales pipeline with our Partners and update Medidata CRM system
• Work with Regional Account Managers (RAMs) to coordinate opportunity updates with Partner Business Managers of Global CROs
• Assisting with Medidata Partner Program development, implementation and management, including go-to-market strategy
• Liaise with internal proposal teams to facilitate detailed pricing and contracting of Medidata’s software and services, including Sales Orders and Change Orders
• Act as the lead on chasing revenue and late payments included on Sales Orders and Change Orders, working with external customers to fully understand their processes
• Provide pricing guidance to external customers when required during any change to original contract
• Facilitate and communicate to Partner regular updates of Mediquote pricing and contractual templates as required
• Lead ad hoc projects as required
• Some travel required

Your Competencies:
• Familiarity with eClinical market or worked at life sciences company
• Ability to listen, think logically, strategically, and tactically to solve complex problems
• Must be motivated to work within detailed operational matters, but have the desire to work with outside customers on a daily basis
• Previous Account Management experience and record of achieving assigned quota targets
• Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

Your Education & Experience:
• Bachelors Degree in the Life Sciences, Engineering or Computer Science preferred, Masters Degree or higher a plus
• 4-5 years successful hands-on experience working with CROs or within a channels or alliance program, account management or direct sales involving software applications sales/consulting

Our Culture: Who we are
We know that creativity doesn't happen on-demand. Developing cutting-edge cloud technology takes great minds and talented people working together in a collaborative environment. That is why we are committed to fostering an innovative, agile company culture. We encourage our teams to come together and experiment with new concepts, research new approaches and test out new technologies. We believe that being part of our team will make a difference in the world.

Our Mission: Powering smarter treatments and healthier people.
Our Vision: To be the most innovative cloud company in Life Sciences.
Our Principles: Integrity, Partnership, Inventiveness, Humility, Nimbleness, Tenacity, Inclusiveness, and Caring.
Our Leadership Drivers:
• THINK: Inspires purpose, articulates strategy, and simplifies complexity
• TEAM: Communicates effectively, builds relationships and collaborates with others
• DO: Plans ahead, scales for growth, ensures accountability
• LEARN: Self-aware, values difference, strives to learn
• TEACH: Inspires work, coaches others, builds teams

Medidata Solutions, Inc. is an Equal Opportunity Employer. Medidata Solutions provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, or status as a veteran. Medidata Solutions complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.