10+ years of progressive experience in technical pre-sales consulting, enterprise architecture, or consultative solution selling within enterprise software or Life Sciences.
Demonstrated experience acting as a trusted advisor to C-suite leadership and collaborating closely with Account Executives and Customer Success Managers across the customer lifecycle.
Track record of successfully leading and closing complex enterprise technology deals within global, highly matrixed organizations.
International technical sales and delivery experience with global enterprise customers and alliance partners.
Awareness of strategic sales methodologies (Target Account Selling / TAS, Challenger, SPIN, or Solution Selling).
Operational awareness using pre-sales governance and productivity platforms (Salesforce.com, Slack, Consensus, Saleo).
Full description
About our Company:
Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating over 25 years of ground-breaking technological innovation across more than 38,000 trials and 12 million patients, Medidata offers industry-leading expertise, analytics-powered insights, and one of the largest clinical trial data sets in the industry. More than 1 million registered users across approximately 2,300 customers trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. A Dassault Systèmes brand (Euronext Paris: FR0014003TT8, ), Medidata is headquartered in New York City and has been recognized as a Leader by Everest Group and IDC. Discover more at . Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.
About the Team:
The Senior Solution Consultant - Technical Executive (TE) serves as a senior solution consulting authority within the Life Sciences sales organization. Operating at the intersection of enterprise technology, business strategy, and global partner ecosystems, the TE translates complex digital transformation goals into high-value customer engagements.
Acting as the principal Trusted Advisor to C-suite leadership, technical, operational, and strategic global partners—including System Integrators (SIs), Contract Research Organizations (CROs), and Independent Software Vendors (ISVs)—this role bridges technical capabilities with bottom-line business value. The Technical Executive moves beyond tactical feature delivery to formulate long-term enterprise technology visions, working in lockstep with Account Executives (AEs) and Customer Success Managers (CSMs) to accelerate deal velocity, secure technical wins, ensure seamless post-sale value realization, and establish sustainable market leadership.
Key Responsibilities
Establish yourself as a core Trusted Advisor to customer C-suite, technical, operational, and strategic stakeholders, establishing technical credibility and guiding long-term digital strategy.
Partner with Account Executives (AEs): Work in tight alignment with AEs on account qualification, deal strategy, territory planning, and driving pursue engagements to close.
Partner with Customer Success Managers (CSMs): Collaborate closely with CSMs to bridge the gap between pre-sales vision and post-sale realization, ensuring smooth handoffs, ongoing architectural health, high platform adoption, and account expansion.
Lead global technology strategies and digital transformation initiatives across enterprise accounts.
Weave multi-product capabilities into high-level business narratives that prioritize "why" over "how" rather than relying on specialists' technical demonstrations.
Conduct high-level visioning sessions, whiteboarding, and deep-dive executive discovery to demonstrate value on complex technical, financial, and operational efficiencies across client enterprises. This may include platform return on investment (ROI), and articulate Total Cost of Ownership (TCO) models in collaboration with the Value Engineering team.
Collaborate with Sales, Professional Services, Customer Success, and R&D to create go-to-market strategies and present board-ready transformation strategies to C-level executives (CEO, COO, CFO, CIO, CTO).
Engage, oversee, and align with System Integrators, CROs, ISVs, and strategic partners to deliver unified customer solutions.
Drive opportunity qualification and account strategy using structured sales methodologies like Target Account Selling (TAS), Challenger, or Solution Selling.
Conduct high-level value technical demonstrations with demo assets, and maintain awareness of such assets and environment architectures to ensure customer presentations accurately reflect current and upcoming platform capabilities.
Contribute to account technical win strategies, customer progress, and key engagement metrics.
Competencies & Soft Skills
Trusted Advisor Relationship Building: Proven ability to build long-lasting, authoritative relationships with C-suite, technical, operational, and strategic stakeholders, positioning oneself as an indispensable technical partner rather than a vendor.
Cross-Functional Collaboration: Exceptional team-oriented mindset with a track record of driving unified account strategies in close partnership with Account Executives and Customer Success Managers.
Executive Presence & Composure: Demonstrates confidence when engaging C-level decision-makers, maintaining composure during high-stakes negotiations, complex technical evaluations, or live escalations.
Value-Based Storytelling: Ability to translate complex technical architectures into clear financial, clinical, and operational outcomes that resonate with business executives.
Internal & Partner Navigation: Adept at building cross-functional networks across internal R&D, Services, CROs, and System Integrator partner organizations to bypass operational bottlenecks, identify technical resources to expand deals, and accelerate complex engagements.
Dynamic Workshop Facilitation: Capable of leading discovery sessions, architecture reviews, and executive visioning workshops tailored dynamically to real-time audience feedback.
Required Experience & Qualifications
10+ years of progressive experience in technical pre-sales consulting, enterprise architecture, or consultative solution selling within enterprise software or Life Sciences.
Demonstrated experience acting as a trusted advisor to C-suite leadership and collaborating closely with Account Executives and Customer Success Managers across the customer lifecycle.
Track record of successfully leading and closing complex enterprise technology deals within global, highly matrixed organizations.
International technical sales and delivery experience with global enterprise customers and alliance partners.
Awareness of strategic sales methodologies (Target Account Selling / TAS, Challenger, SPIN, or Solution Selling).
Operational awareness using pre-sales governance and productivity platforms (Salesforce.com, Slack, Consensus, Saleo).
Education & Travel Prerequisites
Bachelor's degree in a Clinical-related field, Engineering, Computer Science, or a related scientific discipline (or equivalent practical experience).
Second-language preferred
Ability to travel across Europe (European Union/Schengen Area)without visa, North America, and Asia
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 benefits, including medical, dental, family leave, life and disability insurance, a generous pension, and 25+ paid holidays per year.
We will accept applications on an ongoing basis until we fill the position