Solution Consultant – Senior Industry Process Consultant

Solution Consultant – Senior Industry Process Consultant

At Medidata (a Dassault Systèmes company), we are leading the digital transformation of life sciences, creating hope for millions of patients. We help generate the evidence and insights that enable pharmaceutical, biotech, medical device, diagnostics companies, and academic researchers, to accelerate value, minimize risk, and optimize clinical outcomes.

By joining us, you become part of the world's most trusted platform for clinical development, commercialization, and real-world data. Together, Dassault Systèmes and Medidata provide an unparalleled, integrated business and scientific platform that spans discovery, preclinical development, clinical trials, and commercialization.

Your Mission

The Senior Industry Process Consultant (Sr. IPC) serves as a solution consulting authority within the Life Sciences sales organization.This role is a strategic bridge between complex platform capabilities and tangible business outcomes, acting as a \"trusted advisor\" to both the Sales organization and the customer. By aligning high‑level clinical, financial, and operational challenges with the broader Medidata and Dassault ecosystem, the CSC moves beyond tactical support to orchestrate pre‑sales engagements with complete autonomy. Partnering directly with Client Executives (CEs) and Customer Success Managers (CSMs), you will form a powerful account triad to drive complex clinical trial technology sales cycles within mid‑market biopharma accounts.

This is not a click‑through demo role. Your mission is to move beyond tactical feature delivery to understand our customers' deepest operational challenges, mapping our industry‑leading solutions into high‑value business narratives that prioritize \"why\" over \"how\" to secure technical wins and ensure sustainable long‑term value realization.

Key Responsibilities

• Serve as a Trusted Advisor to executive, clinical, technical, and operational leadership across mid‑market accounts, establishing credibility and guiding strategic digital initiatives.
• Form a tight alignment with Client Executives (CEs) on opportunity qualification, sales territory strategy, and driving pursuits to successful closure.
• Partner closely with Customer Service Managers (CSMs) to bridge the pre‑sales platform vision with post‑sale reality, ensuring high adoption and account growth.
• Translate complex platform capabilities into high‑level, business‑focused narratives that articulate technical and business value to customers.
• Lead robust, high‑value product demonstrations of the Medidata and Dassault Systèmes platforms.
• Collaborate internally with System and Enterprise Architects to guide the configuration of both standard and custom demo environments to represent the customer's clinical reality.
• Coordinate internally with Product, R&D, and Professional Services (PS) to address technical questions and maintain high standards of demo excellence.
• Lead executive discovery sessions to uncover mid‑market customers' specific clinical, operational, and financial challenges.
• Highlight our key platform advantages to effectively displace incumbent competitors.
• Design and execute customized evaluation strategies, including workshops, sandbox pilots, and proof‑of‑concepts (POCs), to eliminate technical blockers early in the sales cycle.
• Take functional ownership of technical and functional responses to Requests for Information (RFIs) and Requests for Proposals (RFPs).
• Maintain meticulous records of pre‑sales activities, technical win strategies, and client progression using CRM tools like Salesforce.com.
• Actively participate in Quarterly Business Reviews (QBRs), bringing regional market trends and competitive intelligence back to product and marketing teams.
• Engage with broader industry networks by supporting marketing events, webinars, and industry conferences.
• A Value‑Based Storyteller: You possess a natural ability to connect technical architectures and specific product capabilities directly to customer ROI and high‑level clinical outcomes.
• A Natural Relationship Builder: You comfortably builds cross‑functional relationships internally (Product, R&D, Professional Services) and externally to bypass bottlenecks, escape issues calmly, and quickly resolve customer queries.
• An Organized Professional: You take ownership of your schedule, balancing customer‑facing demands with thorough preparation and dry runs, while maintaining operational discipline in logging activities.
• An Executive Presence: You are highly prepared, lead dry runs with peers, and speak confidently to business sponsors from operational study