Sales & Marketing

Partner Sales Initiatives Manager

Sales : Partners | New York, United States

This position will report to the Senior Director, Partner Sales Acceleration, and is responsible for working with our top Partners, focusing on the Study-by-Study (SBS) “sell with” aspects of our Partner relationships, with the goal of increasing the penetration of Medidata “Rave Plus” solutions in their proposals to sponsors, and in improving the Medidata win rate. In addition, the person in this role will have responsibility to work with other organizations within Medidata to establish processes to drive increased penetration of Medidata “Rave Plus” solutions in the bids and proposals for all Partners.

The Partner Sales Initiatives Manager will focus special attention on selected Partners (Top 10 or other strategic accounts with high growth potential, as agreed). Consistent with the overall account strategy for those accounts, and in collaboration with the other members of the account team (PAM, PBM, PSA, PTA), the person in this role will:
• Develop relationships with key contacts within the Partner’s organization in order to influence their selection of Medidata products in the Partner’s SBS bids to sponsors
• Understand and influence the Partner’s bid decision tree
• Develop a Medidata proposal structure and associated proposal language that can be customized to each of the top Partners

In addition, the person in this role has the following responsibilities with regards driving Medidata Clinical Cloud adoption across all Partners:

• Work with Sales Ops and the PCDs to improve the Partner bidding and proposal process
• Monitor key metrics relating to MCC product density and intensity in the Partners’ SBS business; communicate key trends and findings to the account teams and externally to Partners as appropriate
• Work with Field Marketing to include Partners in the target audiences for events and campaigns, and/or to create programs specifically for Partners
• Collaborate with the Protocol Review, Value and Marketing teams to increase the product density and product intensity of Partner bids, and to improve the content of Medidata proposals to Partners

• Solid understanding of Medidata/CRO relationships, particularly as it relates to the indirect bid and proposal processes
• Prior CRO experience very helpful
• Prior sales or sales support experience desired, particularly in a channel or partner sales organization
• Ability to develop and implement a plan requiring collaboration across organizational boundaries
• Strong organizational skills, as evidenced by the ability to manage multiple conflicting priorities
• Strong communication and interpersonal skills
• Good attention to detail, balanced by the ability to see and understand the big picture

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, gender identity, national origin, age, disability status, protected veteran status, or any other characteristic protected by the law. Medidata Solutions complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.