Solution Specialist, RTSM (Partners & CROs

Location
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This is a hybrid remote/in-office role.

Medidata follows a hybrid office policy in which employees who are hired for an in-person position are expected to work on site a certain number of days per week following Company policy.

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, DSY.PA), 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.

Are you a technical sales professional with deep RTSM expertise driving revenue growth through strategic channel partners?

The Partner Sales Solution Specialist (RTSM) is a revenue-driving sales role responsible for accelerating the growth of Medidata Rave RTSM across our global CRO and Partner ecosystem. Sitting at the intersection of commercial sales, partner strategy, and technical solutioning, you will partner directly with CRO leadership. You will also partner with enterprise account executives and partner account managers. Together, you will aim to win complex deals, expand RTSM market share, and monetize partner pipelines.

Commercial Solution Selling & Winning Deals

• Be a principal RTSM sales expert and deal-closer on strategic CRO-led pitches, sponsor joint sales opportunities, and replacement campaigns.
• Deliver high-converting, value-based product demonstrations and technical pitches that position Rave RTSM over legacy competitors (e.g., Endpoint, Suvoda, Cenduit, 4G Clinical).
• Craft compelling commercial solution architectures, Return on investment models, and business cases that address complex randomization and clinical supply chain challenges.
• Lead the technical win across RFPs, RFIs, and complex proof-of-concepts, directly increasing deal win rates and shortening sales cycles within the partner channel.

Partner Revenue Enablement & Commercial Upsell

• Empower and equip partner sales, solution architecture, and BD teams to pitch, cross-sell, and position Rave RTSM to their sponsor bases.
• Work with strategic CRO partners to identify hidden RTSM opportunities within their existing EDC footprint, driving multi-product platform upsells.
• Deliver dynamic "Sales Enablement Bootcamps" and commercial messaging updates to partner teams to maximize channel-led pipeline generation.

Strategic Pipeline Generation & Account Planning

• Partner with Partner Account Managers (PAMs) and Enterprise AEs to build and manage targeted account strategies for top-tier CRO partners.
• Co-sell alongside partner BD teams during executive sponsor meetings to establish Medidata RTSM as the enterprise standard for their clinical portfolio.
• Uncover and capture strategic market requirements to influence product roadmaps, ensuring Medidata stays ahead of competitive market shifts.

Market Leadership & Deal Support Operations

• Maintain rigorous CRM hygiene in Salesforce (SFDC), tracking deal progress, technical milestones, and platform attachment rates for accurate sales forecasting.
• Represent Medidata at important commercial industry events, partner summits, and executive round tables to lead brand authority and lead generation.

Commercial & Sales Background Experience

• 10+ years of direct experience with RTSM / IRT (Interactive Response Technology) / IRT/RTSM within clinical trials platforms (either at a vendor, CRO, or sponsor).
• 10+ years in a technical pre-sales, solution consulting, sales engineering, or partner enablement role within the SaaS Life Sciences software space.
• Knowledge of CRO commercial models, joint-selling frameworks, and partner ecosystem mechanics.
• Foundational knowledge of clinical trial operations, randomization schemes, blind/unblinded workflows, and clinical trial supply chain dynamics (depot distribution, kit dispensation, temperature monitoring, and forecasting).
• In-depth understanding of regulatory standards governing clinical trials and RTSM software (GXP, 21 CFR Part 11, Annex 11, HIPAA, GDPR).
• Hands-on familiarity with Medidata Rave RTSM (or competing commercial RTSM systems such as Endpoint, Suvoda, Cenduit, or 4G Clinical).
• Familiarity with the commercial benefits of a unified platform approach (connecting RTSM with EDC, eCOA, and Supply Management).
• Sales Experience & Deal Control: Ability to navigate complex sales cycles, map value to customer pain points, and position…