Dassault Systèmes · 1 day ago
Senior Director, Enterprise Agreements
Iselin, NJ
Full-time
Hybrid
Director/Executive
$168K/yr - $224K/yr
10+ years expMedidata, a Dassault Systèmes company, is leading the digital transformation of life sciences. The Senior Director, Enterprise Agreements will partner with Sales and Services teams to support deal strategy, management, and negotiations, ensuring successful outcomes through a customer-centric approach.
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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
Qualification
Required
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
Successfully engage and scale at every level of client's organization
Negotiation and Analytics skills
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
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
Synthesize many threads of information to generate strategic and financial insights
Benefits
Medical, dental, life and disability insurance
401(k) matching
Flexible paid time off
10 paid holidays per year
Company
Dassault Systèmes
Dassault Systèmes is a catalyst for human progress.
10001+ employees
Funding
Current Stage
Public CompanyTotal Funding
unknown1999-04-01IPO
Leadership Team
Bernard Charles
President & CEO
Morgan Zimmerman
CEO NETVIBES-EXALEAD
Recent News
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