Principal Solution Sales Advisor, BIOVIA Lifesciences

Principal Solution Sales Advisor, BIOVIA Lifesciences

About BIOVIA

BIOVIA, part of Dassault Systèmes, provides scientific informatics and enterprise software solutions that help life sciences organizations transform scientific innovation, laboratory operations, quality compliance and manufacturing-related workflows.

Our solutions support customers across the molecule-to-manufacturing value chain, helping them connect data, science, processes and decisions to improve productivity, compliance, collaboration and speed to market. Our customer base includes the world's largest pharmaceutical, biotechnology and materials science companies as well as top universities worldwide.

About the Team

The BIOVIA Strategic Solution Sales team acts as the specialist commercial and domain expertise layer for the Dassault Systèmes Life Sciences Engagement organization. We partner closely with Account Executives, Solution Consulting, Marketing, Product, Professional Services, Value Engineering and leadership teams to shape strategic opportunities, create pipeline and drive revenue growth.

This team plays a critical role in helping customers understand how BIOVIA solutions can support transformation across R&D, Quality and Manufacturing-adjacent workflows. We are looking for individuals who can combine consultative sales skills, life sciences domain knowledge, SaaS experience and strong executive presence to help grow the business in EMEA.

You will report into the EMEA BIOVIA Solution Sales Director.

About the Role

We are seeking a Principal Solution Sales Advisor, BIOVIA Lifesciences to drive BIOVIA revenue growth across EMEA. This role focuses on the BIOVIA portfolio across discovery, preclinical development, lab testing, regulatory and quality compliance, with selected manufacturing-adjacent workflows where covered by BIOVIA.

This is an experienced quota-carrying role for someone who can operate as both a sales specialist and trusted advisor. You will partner with Account Executives to identify, shape and progress opportunities across the BIOVIA portfolio, with a focus on customer value, scientific and operational transformation, and molecule-to-manufacturing workflows.

The ideal candidate will bring strong consultative selling capability, understanding of life sciences R&D, laboratory, quality and manufacturing processes, and the ability to navigate complex enterprise customers in a matrix organization. You should be commercially driven, proactive, entrepreneurial and comfortable creating demand rather than waiting for opportunities to emerge.

Key Responsibilities

• Own and deliver quarterly and annual sales targets for the BIOVIA portfolio across the assigned EMEA territory.
• Partner with Account Executives to develop account strategies, identify white space, create pipeline and progress qualified opportunities through the sales cycle.
• Bring specialist domain and solution expertise across BIOVIA capabilities spanning R&D, laboratory informatics, preclinical development, quality compliance and manufacturing-adjacent workflows.
• Lead consultative discovery with customers to understand scientific, operational, compliance and business challenges.
• Translate customer needs into clear value propositions and solution narratives aligned to BIOVIA capabilities.
• Engage credibly with senior stakeholders across R&D, Quality, IT, Digital, Manufacturing, Operations and executive leadership.
• Create demand through proactive customer engagement, thought leadership, workshops, webinars, industry events and targeted campaigns.
• Work closely with Pre-Sales, Product Strategy, Product Management, Marketing, Professional Services, Value Engineering and Partners to shape compelling customer propositions.
• Contribute to RFP/RFI responses, proposals, business cases and executive-level presentations.
• Support Account Executives in developing territory plans, opportunity strategies, stakeholder maps and deal progression plans.
• Provide market feedback, competitive intelligence and customer insight to leadership and product teams.
• Help improve sales enablement, messaging and field readiness for BIOVIA offerings.
• Operate effectively in a matrix organization, aligning multiple internal teams around customer outcomes and commercial priorities.
• Act with an entrepreneurial hunter mindset, proactively identifying new opportunities and driving momentum in underdeveloped accounts or markets.

What We Are Looking For

• Strong experience in enterprise software, SaaS, scientific informatics, life sciences technology, consulting or solution sales.
• Proven track record in quota-carrying sales or commercially accountable roles, ideally within life sciences, biopharma, biotech, CRO, CDMO or related industries.
• Strong consultative sales skills, including discovery, qualification, value articulation, stakeholder mapping, objection handling and deal progression.
• Understanding of the life sciences molecule-to-manufacturing value chain, including one or more of the following areas:
  • drug discovery
  • preclinical development
  • laboratory workflows
  • scientific data management
  • quality compliance
  • regulatory processes
  • manufacturing-adjacent processes
• Experience selling or positioning SaaS, enterprise software or digital transformation solutions.
• Ability to engage and influence senior customer stakeholders, including Director, VP and C-suite audiences.
• Strong executive presence, communication and storytelling skills.
• Ability to simplify complex scientific, operational and technology topics into clear business value.
• Experience leading in a matrix organization, with the ability to influence without direct authority and mobilize cross-functional teams.
• Entrepreneurial hunter mindset, with the confidence and drive to create demand, build pipeline and open new opportunities.
• Strong business acumen, problem-solving skills and ability to connect customer challenges to strategic solution opportunities.
• Collaborative working style and ability to partner effectively with Account Executives, Solution Consultants, Product, Marketing and Services teams.
• Comfort with business travel across EMEA, typically 30–50%, depending on customer and business needs.

Preferred Qualifications

• 8+ years of relevant experience across enterprise software sales, SaaS, life sciences consulting, scientific informatics, digital transformation or strategic solution sales.
• Prior experience in biopharma, biotech, CRO, CDMO, medtech or life sciences technology environments.
• Experience with laboratory informatics, scientific data platforms, ELN/LIMS, quality systems, regulatory workflows, or manufacturing-related enterprise systems.
• Experience working with or selling to R&D, Quality, Regulatory, IT, Digital, Manufacturing or Operations stakeholders.
• Experience with structured value-based selling methodologies.
• Background in life sciences, engineering, computer science, chemistry, biology, pharmaceutical sciences or a related discipline.
• Languages: German / French / Spanish (any) highly desirable

Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. Medidata believes that benefits should connect you to the support you need when it matters most and provides best-in-class benefits, including medical, dental, life and disability insurance; a generous pension; and 25+ paid holidays per year.

Applications will be accepted on an ongoing basis until the position is filled.

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