Partnership Alliance Manager

Medidata Solutions

EMEA

Location: 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.

About our Company:

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 www.medidata.com. Listen to our latest podcast, from Dreamers to Disruptors, and follow us at @Medidata.

About the Team:

We are looking for a strategic, execution-oriented Partnership Alliance Manager to own, scale, and optimize our key strategic alliances within life sciences. In this role, you will be part of our commercial sales organization and sit at the intersection of our sales, product, strategy, and delivery teams, acting as the primary growth engine for our partner ecosystem.

The ideal candidate brings a blend of sharp GTM strategy and hands-on execution. You will be responsible for developing regional and vertical-specific go-to-market (GTM) plans, sourcing and nurturing high-impact relationships, and establishing co-selling frameworks that drive meaningful pipeline. You will be managing the direct relationship with your aligned partners, the execution of partnership go-to-market activities, and actively working with your partner to source and close joint opportunities. The ideal candidate knows how to navigate large partner matrices, translate complex technical capabilities into clear commercial value, and rally internal cross-functional teams around shared alliance goals.

Responsibilities:

1. Alliance Strategy & GTM Execution

• Develop and execute comprehensive, multi-year alliance business plans that align with the company's broader revenue and product growth strategies.
• Design and launch regional and vertical-specific Go-To-Market (GTM) programs alongside partner marketing and account teams to drive net-new customer acquisition.
• Act as the primary champion for Medidata and Dassault Systemes within the partner's organization, ensuring our unique differentiators, client success stories, and capabilities remain top-of-mind for their field sales teams. Evangelize the full software portfolio, ensuring the partner's field teams are confident positioning our advanced capabilities (such as decentralized trials, AI-driven analytics, and real-world data insights) to sponsors.

2. Co-Selling & Pipeline Velocity

• Build and maintain deep, trusted relationships with partner sales leaders, client/account executives, and industry vertical leads to surface high-quality co-sell opportunities.
• Develop and execute a joint business plan with GSI partners to drive pipeline creation, revenue growth, and market expansion
• Coordinate with Medidata/Dassault and Partner teams to source joint leads and coordinate and support joint bid defenses and proposals to drive joint wins.
• Orchestrate joint solutions, offerings, and industry-specific propositions
• Actively bridge internal GTM, sales, marketing, and delivery practices to support and accelerate the pipeline
• Establish an active, predictable operational rhythm (cadences, pipeline reviews, account mapping sessions) to connect internal sales teams directly with partner reps on active deals.
• Act as a strategic advisor to internal deal teams, helping navigate partner dynamics and clearing friction points to accelerate sales cycles.

3. Ecosystem Operations & Performance Tracking

• Own the data integrity of the partnership, tracking core KPIs including partner-sourced/partner-influenced pipeline, closed-won revenue, and joint win rates.
• Manage milestone progression and enablement. Collaborate with internal Professional Services and Strategy teams to manage partner accreditation and certification paths, ensuring partner study-builders maintain top-tier proficiency.
• Coordinate with product, data, or delivery practices to ensure compliance with partner legal frameworks, data governance, and training requirements.

Qualifications:

• Experience: 5 to 9 years of professional experience, with at least 3 to 5 years of direct ownership in channel management, alliance management, partner-led business development, or technology consulting. Experience in Life Sciences is a strong plus.
• Ecosystem Literacy: Strong understanding of business models and alliance structures with major enterprise software ecosystems (e.g., Salesforce, Veeva, AWS), global consulting firms, elite Global System Integrators (GSIs), or high-growth AI/Data landscapes.
• Partnership GTM: Experience in transitioning partnerships from an opportunistic model to a mature alliance ecosystem model with clearly defined mutual goals, sales commitments, governance and strategic GTM alignment model
• Sourced & Influenced Pipeline & Sales Impact: Successful track record of building pipeline through C&SI sourced & influenced opportunities and positively impacting win rates and sales outcomes through proactive collaboration with C&SIs
• Commercial & Analytical Acumen: Deep understanding of co-selling motions, enterprise sales cycles, and partner pipeline tracking mechanisms.
• Communication Mastery: Elite verbal, written, and presentation skills; comfortable and credible pitching our value proposition to field AEs or partner executives alike.
• Project Management: Proven track record of leading cross-departmental product or data projects in a highly organized, efficient fashion with strict attention to detail
• Education: Bachelor's degree required; advanced degree is a strong plus.

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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 benefits, including medical, dental, family leave, life and disability insurance, a generous pension, and 25+ paid holidays per year.

We will accept applications on an ongoing basis until we fill the position.