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Agent guide: [/agents.md](https://www.wearedevelopers.com/agents.md). --- # Solution Specialist, RTSM (Partners & CROs) - **Company:** Medidata Solutions, Inc. - **Location:** Woodbridge Township, NJ, United States - **Experience:** Expert - **Salary:** $138,000.0 - $155,000.0 - **Contract:** Permanent contract - **Skills:** 4G (Telecommunication), Software as a Service, Salesforce.Com, GXP - **Published:** August 20, 2026 - **Apply:** https://jobs.localjobnetwork.com/apply/add/88083247/1 ## About the Role 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 premium solutions against low-cost competitors. * Masterful Storytelling: Experience establishing communication and engagement with prospects-able to turn complex software features into compelling, sales narratives. * Relationship Building: Natural capability to build partnership and credibility with both external CRO executives and internal enterprise sales leaders. * Travel: Willingness to travel up to 30% for important prospect meetings, partner QBRs, and industry summits. ## Description 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 roundtables to lead brand authority and lead generation. ## Related Videos - [Blueprints for Success: Steering a Global Data & AI Architecture](https://www.wearedevelopers.com/videos/1577-blueprints-for-success-steering-a-global-data-ai-architecture) - [The user in the eye of the Cargo1492 storm](https://www.wearedevelopers.com/videos/96-the-user-in-the-eye-of-the-cargo1492-storm) - [Beyond the Hype: Building Trustworthy and Reliable LLM Applications with Guardrails](https://www.wearedevelopers.com/videos/1594-beyond-the-hype-building-trustworthy-and-reliable-llm-applications-with-guardrails) - [Fleet Management - Reinvented](https://www.wearedevelopers.com/videos/473-fleet-management-reinvented) - [Migrating half a million users to a new payment service provider](https://www.wearedevelopers.com/videos/730-migrating-half-a-million-users-to-a-new-payment-service-provider) - [Remote Driving on Plant Grounds with State-of-the-Art Cloud Technologies](https://www.wearedevelopers.com/videos/251-remote-driving-on-plant-grounds-with-state-of-the-art-cloud-technologies) ## Related Articles - [How We Built a Worry-Free System That Runs for 10+ Years – And What We’d Do Again](https://www.wearedevelopers.com/magazine/751-how-we-built-a-worry-free-system-that-runs-for-10-years-and-what-we-d-do-again) - [Résumé-Driven Development: How IT trends affect the job market for software developers](https://www.wearedevelopers.com/magazine/59-resume-driven-development-how-it-trends-affect-the-job-market-for-software-developers) - [Coffee with Developers - Maria Apazoglou - Making AI understandable for all in production](https://www.wearedevelopers.com/magazine/475-coffee-with-developers-maria-apazoglou-making-ai-understandable-for-all-in-production) - [Events like RSAC Get You CISOs. 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