Solution Sales Specialist, Imaging

Sales & Marketing New York, New York

Position at Medidata Solutions

Medidata: Power Smarter Treatments and Healthier People

Medidata is leading the digital transformation of life sciences, creating hope for millions of patients. Medidata helps generate the evidence and insights to help pharmaceutical, biotech, medical device and diagnostics companies, and academic researchers accelerate value, minimize risk, and optimize outcomes. More than one million registered users across 1,900+ customers and partners access the world's most trusted platform for clinical development, commercial, and real-world data. Medidata, a Dassault Systèmes company, is headquartered in New York City and has offices around the world to meet the needs of its customers. Discover more at and follow us @medidata.

Your Mission:

The Solution Sales Specialist team members are Sales Professionals and Product/Domain Experts for specific components of the Medidata Clinical Cloud. We create, drive, and own sales opportunities as well as having our expertise leveraged by Account Managers at key inflection points in the sales cycle. Beyond driving incremental revenue for the organization, we set the dialogue in the marketplace for the Medidata Clinical Cloud by working in concert with R&D, Marketing (Field & Product), Market Development, Inside Sales, Professional Services and Value Engineering. The RTSM Solution Sales Specialist will shape and help execute Medidata’s go-to-market strategy for our RTSM solutions. 

  • Responsible for achieving your quarterly/annual sales target

  • Collaborate with Pre-Sales, Marketing, Product Strategy, Product Management, Professional Services to build pipeline and win deals

  • Work in concert with Account Managers to execute on sales strategies by presenting and evangelizing the value of Medidata’s Imaging solutions directly to Sponsors and CROs.

  • Assist and support Account managers and Market Development teams in speaking with prospective customer functional groups

  • Prospecting, securing meetings, owning Imaging opportunities from initiation through close in the sales cycle

  • Aid in supporting, establishing and managing quarterly Field Marketing activities for the Clinical Operations Solutions (including, but not limited to – webinars, conference attendance/presentation, customer and industry events)

  • Support Medidata marketing teams in establishing and managing quarterly Product Marketing activities (including, but not limited to – white papers, press releases, search engine optimization, case studies, etc.)

  • Create market demand by promoting Medidata Imaging solutions via seminars, webinars, social media, and participation in industry events

  • Provide input into design of talk track for email / cold call campaigns to be used by Market Development and Account Managers

  • Work alongside Global Learning & Enablement to assist in development and delivery of the training offerings to scale the solution area with the direct sales force and partner teams

  • Other responsibilities as assigned

Your Competencies:

  • Strong knowledge of the biopharmaceutical clinical trials R&D process and the CRO landscape

  • Software and/or services sales experience in the biopharma, life sciences, CRO industry with a strong proven track record of consistently meeting or exceeding sales targets. 

  • SaaS selling experience and understanding of SaaS sales cycles is preferred. 

  • 3+ years of Imaging successful sales experience into Life Science companies

  • Experience supporting clinical trial operations

  • Ability to prospect and secure new meetings with potential new clients:

  • Prospect, secure meetings, own the sales process, presentations, proposals, win the deal 

  • Demonstrated ability to work with and manage relationships with customers and partners at a senior management and director level

  • Perform qualification and discovery with new clients to drive pipeline growth by identifying scientific and business value for the client

  • Ability to listen actively and think logically, strategically, and tactically to solve complex problems

  • Excellent verbal, written and presentation communication skills

  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

  • Comfort with sustained business travel of up to 50% (will vary by quarter)

  • Experience with sales forecasting, pipeline management, quarterly goal attainment, territory plan development

Your Education & Experience:

  • Bachelor’s Degree is required

  • Bachelor’s Degree in the Life Sciences, Engineering or Computer Science focused discipline or equivalent experience is preferred

  • Master’s Degree or higher is a plus

Medidata requires all U.S. employees to be fully vaccinated against COVID-19 and to provide documentation of full vaccination, unless qualified for an accommodation as determined by Medidata, consistent with applicable law. Although accommodation requests will be considered (and granted where appropriate/possible), it may be determined that a candidate is unable to adequately perform the essential functions of the position without imposing an undue hardship on Medidata due to customer requirements, staffing needs, or other business reasons.

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.