Vice President, Enterprise Agreements

$184,500 - $246,000/Yr

Dassault Systèmes - New York, NY

Full-time - Senior

Hybrid - New York, NY

1,001-5,000 employees

Professional, Scientific, and Technical Services

About the position

The Vice President of Enterprise Agreements at Medidata is a strategic leadership role focused on driving successful deal negotiations and management across various functional areas. This position requires a customer-centric approach, collaboration with sales and services teams, and the ability to navigate complex deal structures to optimize revenue and ensure long-term success for both Medidata and its clients.

Responsibilities

• Experience using a CRM software system
• Work with sales to define specific deal strategy and plan of pursuit. Provide strategic guidance on deal structure and client-facing deliverables.
• Work with cross-functional areas including Legal, Sales Ops, Finance, Pricing, Professional Services and others to triangulate and optimize agreement structures, resolve complex situations or escalations while maximizing revenue/bookings.
• Understand, define and optimize agreements for positive revenue impact and long-term success.
• Engage and lead in direct client negotiations. Collaborate with sales on sales strategy and execution, creating compelling events and driving successful outcomes.
• Translate the value proposition of Medidata's offering into deal structures that lead to optimized terms and conditions for Medidata.
• Manage complex deal structures, working closely with Sales representatives to articulate customer requirements, the business case, and deal value both internally and externally.
• Serve as the trusted advisor to the field on pricing, revenue recognition, deal structure, and business terms.
• Foster and maintain strong working relationships with critical business partners (e.g. Finance, Legal, Support, etc.) to expedite the review and approval process.
• Manage business approval process for non-standard, most complex and high visibility sales transactions to meet customer's critical business requirements while expediting sales velocity, and adhering to Medidata's operational policies, accounting & legal practices.
• Position agreements for joint Medidata/Client long-term success, including renewals, product/category expansion and adoption.
• Ensure that complex transactions are operationalized and communicated to all relevant parties to provide visibility and awareness.
• Inspire creativity and simplification developing new standards on engaging clients with value propositions and commercial terms.

Requirements

• Minimum 10 Years Experience in Sales and Sales Management
• 5+ years of experience with complex software solutions and SaaS
• Minimum 5 years experience with growth technology environments, either directly at such a company, or indirectly through a consulting relationship
• Experience in Revenue Recognition/Legal/ Sales Planning/Operations or Business Contracting
• BS/BA Required
• Successful track record in SaaS sales and Sales Management
• Successful track record in complex deal structures and negotiations
• Ability to successfully engage and scale at every level of client's organization
• Strong Negotiation and Analytics skills
• Strong familiarity with SaaS pricing models and typical SaaS legal terms and conditions
• Well versed in sales methodologies and their application to the team selling environment
• Comfortable presenting and engaging with cross-functional teams, customers, and executive management
• Ability to understand client perspectives, simplify complex problems, provide creative alternatives
• Team player: experience working across functions to own and deliver customer/prospect/client-facing proposals
• Proactive, creative and entrepreneurial
• Able to synthesize many threads of information to generate strategic and financial insights

Benefits

• Medical insurance
• Dental insurance
• Life insurance
• Disability insurance
• 401(k) matching
• Flexible paid time off
• 10 paid holidays per year