Solution Consultant - Senior Industry Process Consultant

About Medidata & Dassault Systèmes

At Medidata (a Dassault Systèmes company), we are leading the digital transformation of life sciences, creating hope for millions of patients. We help generate the evidence and insights that enable pharmaceutical, biotech, medical device, diagnostics companies, and academic researchers, to accelerate value, minimize risk, and optimize clinical outcomes.

By joining us, you become part of the world's most trusted platform for clinical development, commercialization, and real-world data. Together, Dassault Systèmes and Medidata provide an unparalleled, integrated business and scientific platform that spans discovery, preclinical development, clinical trials, and commercialization.

Your Mission

The Senior Industry Process Consultant (Sr. IPC) serves as a solution consulting authority within the Life Sciences sales organization.This role is a strategic bridge between complex platform capabilities and tangible business outcomes, acting as a "trusted advisor" to both the Sales organization and the customer. By aligning high-level clinical, financial, and operational challenges with the broader Medidata and Dassault ecosystem, the CSC moves beyond tactical support to orchestrate pre-sales engagements with complete autonomy. Partnering directly with Client Executives (CEs) and Customer Success Managers (CSMs), you will form a powerful account triad to drive complex clinical trial technology sales cycles within mid-market biopharma accounts.

This is not a click-through demo role. Your mission is to move beyond tactical feature delivery to understand our customers' deepest operational challenges, mapping our industry-leading solutions into high-value business narratives that prioritize "why" over "how" to secure technical wins and ensure sustainable long-term value realization.

Key Responsibilities

• Serve as a Trusted Advisor to executive, clinical, technical, and operational leadership across mid-market accounts, establishing credibility and guiding strategic digital initiatives.

• Form a tight alignment with Client Executives (CEs) on opportunity qualification, sales territory strategy, and driving pursuits to successful closure.

• Partner closely with Customer Service Managers (CSMs) to bridge the pre-sales platform vision with post-sale reality, ensuring high adoption and account growth.

• Translate complex platform capabilities into high-level, business-focused narratives that articulate technical and business value to customers.

• Lead robust, high-value product demonstrations of the Medidata and Dassault Systèmes platforms.

• Collaborate internally with System and Enterprise Architects to guide the configuration of both standard and custom demo environments to represent the customer's clinical reality.

• Coordinate internally with Product, R&D, and Professional Services (PS) to address technical questions and maintain high standards of demo excellence.

• Lead executive discovery sessions to uncover mid-market customers' specific clinical, operational, and financial challenges.

• Highlight our key platform advantages to effectively displace incumbent competitors.

• Design and execute customized evaluation strategies, including workshops, sandbox pilots, and proof-of-concepts (POCs), to eliminate technical blockers early in the sales cycle.

• Take functional ownership of technical and functional responses to Requests for Information (RFIs) and Requests for Proposals (RFPs).

• Maintain meticulous records of pre-sales activities, technical win strategies, and client progression using CRM tools like Salesforce.com.

• Actively participate in Quarterly Business Reviews (QBRs), bringing regional market trends and competitive intelligence back to product and marketing teams.

• Engage with broader industry networks by supporting marketing events, webinars, and industry conferences.

Competencies & Soft Skills

• A Value-Based Storyteller: You possess a natural ability to connect technical architectures and specific product capabilities directly to customer ROI and high-level clinical outcomes.

• A Natural Relationship Builder: You comfortably build cross-functional relationships internally (Product, R&D, Professional Services) and externally to bypass bottlenecks, escalate issues calmly, and quickly resolve customer queries.

• An Organized Professional: You take ownership of your schedule, balancing customer-facing demands with thorough preparation and dry runs, while maintaining operational discipline in logging activities.

• An Executive Presence: You are highly prepared, lead dry runs with peers, and speak confidently to business sponsors from operational study managers to C-level executives.

• A Teamplayer: You proactively foster a culture of mutual support, readily sharing knowledge and resources to ensure team success and taking the initiative to assist colleagues before being asked.

Required Experience & Qualifications

• Professional Experience: Minimum of 5 years of experience selling software in the life sciences industry, working with clients ranging from small biotech firms to strategic mid-market organizations.

• Domain & Technical Expertise:

  • Deep understanding of the clinical trial lifecycle and processes (including EDC, DCT technologies, monitoring, study start-up, and data management).
  • Solid general knowledge of the drug development cycle from molecular design through to commercialization.
  • General understanding of SaaS, cloud technologies, and database structures.

• Sales Methodologies & Tools: Practical exposure to formal sales methodologies (such as Challenger, TAS, or SPIN) and experience utilizing Salesforce.com for deal execution.

• Education: Bachelor's degree in the Life Sciences, Engineering, Business, Computer Science, or equivalent clinical and practical experience.

• Travel Agility: Ability to travel 10% to 50%, including overnight stays, to support critical customer-facing sales cycles and events mostly across Europe, at times globally

• Travel Authorization: Valid EU/EEA passport or permanent residency with full legal authorization to live and travel freely across the European Union/Schengen Area without requiring employer-sponsored visas or extra permits

• Language requirements:

  • Proficient in English ; Proficient in a second language: German, French, Italian or Spanish

Nice-to-Haves:

• Hands-on experience with Medidata Rave or the Dassault Systèmes platform.

• Experience selling software to medical device, pharma, or CRO customers.

Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. 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; a generous pension; and 25+ paid holidays per year.

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