Overview In this role you drive growth by shaping strategic alliances with top global CROs and aligning Medidata's platform with their business objectives. You will lead executive-level engagement, influence purchasing decisions, and accelerate multi-product adoption across complex portfolios. Your work strengthens Medidata's footprint through flexible, high-value partnerships and a fast, data-driven sales cycle. This is a high-impact role that blends strategy, negotiation, and cross-functional leadership to accelerate revenue and innovation.
Compensation / Benefits- medical, dental, life and disability insurance
- 401(k) matching
- family leave
- flexible paid time off
- 10 paid holidays per year
Responsibilities- Architect and scale executive-level relationships with CROs to align Medidata solutions with their macro business objectives
- Position Medidata solutions to increase adoption across the CRO's global portfolio
- Identify and mitigate competitive threats by building value-driven business cases
- Improve SbS win rate and multi-product platform expansion within the partner's pipeline
- Lead Partner Program development, implementation, and go-to-market strategies
- Maintain forecast governance and CRM accuracy; present QBRs to sales leadership and executives
- Escalate and resolve pricing and contractual bottlenecks during complex deals
- Mentor junior PBM team members on pipeline management and AI workflow optimization
- Collaborate with Field Sales, Finance, Sales Ops, and Legal to accelerate end-to-end deal lifecycle
- Translate contractual and pricing structures into compelling commercial value for Partner Account Managers
- Serve as the primary liaison for the PAM team on partner collaborations
Key requirements- 7-8+ years of experience with Global CROs or in enterprise/channel sales with complex software solutions
- Proven track record managing Tier-1 Global CRO accounts or flagship alliances with multi-million ACV
- Experience leading teams or cross-functional initiatives in fast-paced sales environments
- Advanced proficiency in leveraging generative AI tools to create data narratives and improve workflows
- Master-level strategic sales mindset with ability to govern detailed operations and contracts
- Deep familiarity with the eClinical market or life sciences tech industry
- Bachelor's Degree in Life Sciences, Engineering, or Computer Science (preferred)
- strong executive relationship-building
- cross-functional collaboration
- mentorship and coaching
- generative AI (e.g., Gemini, ChatGPT)
- advanced data synthesis and dashboarding
- CRM forecasting and QBR preparation
