Regional Account Manager (AP South)

# This position will belong to Dassualt Systems Australia focusing on Medidata brand. To support growth in the AP South region, we're looking to hire an Australia-based Account Manager to drive Medidata portfolio sales within the Biotech sector and other assigned accounts.

Medidata: Powering Smarter Treatments and Healthier People

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating 25 years of ground-breaking technological innovation across more than 36,000 trials and 11 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 users trust Medidata's seamless, end-to-end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster. Discover more at www.medidata.com.

Life Science Engagement Organization : Dassault Systèmes (DS), with 40 years of experience transforming the way products are designed, produced and supported has combined with MEDIDATA, developers of the world's most-used platform for clinical development, commercial and real world data. Our Life Sciences sales and marketing teams bring together all of Dassault Systèmes Life Sciences capabilities in one go-to-market organization called Life Sciences Engagement (LSE), providing our clients with Life Sciences domain focus and expertise to accelerate their business. As one organization we are leading the transformation in Life Sciences. Unique in the industry, we provide our clients with an integrated business and scientific platform from discovery and preclinical development, clinical trials, manufacturing, quality, regulatory, and commercialization. Discover the future of Life Sciences at https://www.3ds.com/industries/life-sciences-healthcare and come join us!

About the Team: Our Regional Account Manager achieves booking, revenue, & profit goals within their assigned account territories, including identifying sales opportunities through daily prospecting, qualifying opportunities, and efficiently applying Medidata resources to bring opportunities to successful conclusion. Regional Account Managers build consultative, long-term relationships with their customers to create tailored, cost-effective solutions. Personal involvement in customer relationships and high levels of customer satisfaction are essential to remain consistent with Medidata business principals. You will report to the Team Leader of AP South and Partners.

Responsibilities:

• Consistent accomplishment of booking, revenue, and profit targets within the assigned territory, AP South (ANZ + SEA)
• Full sales cycle management: Identify sales opportunities, qualify opportunities, and close opportunities
• Directly responsible for closing sales transactions with clients and prospects, including small and mid-size biotech, pharma, MedTech, academic groups, and others directly involved in conducing clinical research in the assigned territory
• Efficiently leverage and coordinate internal resources within sales and other departments to achieve business objectives
• Develop and execute strategic sales plans as it relates to specific opportunities
• Daily outbound outreach through established campaigns to prospective customers / prospects
• Educate prospects on Medidata's value proposition and solution portfolio, across all Medidata Experiences (Data, Patient, Study)
• Maintain and update sales plans, account and opportunity data within company systems as directed, including Salesforce
• Weekly / monthly / quarterly Pipeline forecasting
• Build customer loyalty, provide an excellent experience, achieve retention rates
• Establish and grow relationships with multiple layers of stakeholders, including "C-Level" decision makers within customer / prospect organizations.
• Maintain well-coordinated relationships with important decision makers, accomplishment of daily, weekly, quarterly productivity metrics and complete administrative work
• Ability to support travel to client and internal meetings and conferences
• Represent Medidata in the field in a manner consistent with company business principles and ethics

Qualifications

Your Competencies:

• Demonstrated consistent tenacity and drive to achieve goals
• Demonstrated track record in exceeding sales targets
• Ability to leverage a consultative approach to drive positive outcomes for clients
• Strong Cloud/SaaS application software sales experience
• Strong knowledge of life sciences industry, including R&D and Clinical Functions
• Working knowledge of life sciences Quality, Manufacturing, Supply Chain and IT functions is a plus.
• Ability to gain executive credibility, understand organizational political dynamics and competitive awareness
• Strong business planning and organizational skills
• Strong application software experience
• Excellent verbal and written communication skills
• Demonstrated success with process approached selling

Your Education & Experience:

• Bachelor’s Degree in the Life Sciences, Business or Computer Science, or equivalent relevant sales experience
• At least 8 years of successful relevant sales experience
• Experience of solution consultative sales techniques
• Experience researching and generating leads using different methods
• Experience balancing multiple sales opportunities

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, life and disability insurance; paid time off; paid sick leave; Employee Assistance Program; and paid parental leaves.

Applications will be accepted on an ongoing basis until the position is filled.

Inclusion statement

As a game-changer in sustainable technology and innovation, Dassault Systèmes is striving to build more inclusive and diverse teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it’s our responsibility to foster opportunities for all people to participate in a harmonized Workforce of the Future.