Senior Partner Business Manager

Location: Iselin, NJ / hybrid office.

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:

The Senior Partner Business Manager drives strategic commercial growth and orchestrates the overarching alliance strategy for Medidata's largest, most complex Tier-1 Global CRO Partner(s).The Sr. PBM is a high-visibility advocate responsible for fostering influential, executive-level relationships within the CRO's study teams to increase Study-by-Study (SbS) win rates and maximize Medidata platform adoption.

This role requires advanced commercial acumen, mastery of the sales process, and the ability to lead cross-functional resolution of high-friction operational blocks (including governance-level contract negotiations, pricing exceptions, and platform displacement threats) to promote rapid revenue growth.

Responsibilities:

The Sr. PBM holds a master-level sales and operational mandate focused on maximizing Medidata usage, protecting our market footprint, and accelerating the sales cycle with flagship CRO Partners. You will report to the Managing Partner of Partner Business Managers.

Strategic Growth & Influence:

• Architect and scale deep, high-value relationships with senior executive stakeholders (e.g., VP of Clinical Operations, Therapeutic Head Executives, Global BD Leadership, Proposal Team Heads) to align Medidata's platform with the CRO's macro business objectives.
• Leverage executive networks to position Medidata solutions aligned with the CRO's therapeutic expertise, leading to increased adoption and usage of the Medidata platform across their global portfolio.
• Proactively identify and mitigate competitive threats (e.g., partner vendor consolidation or in-house solution shifts) by constructing robust, value-driven business cases that safeguard Medidata's footprint.
• Drive measurable improvement in the Study-by-Study (SbS) win rate and multi-product enterprise platform expansion across the Partner's pipeline by positioning Medidata's value proposition early in the bidding process.
• Lead Medidata Partner Program development, implementation, and management, actively defining macro go-to-market strategies.

Commercial & Pipeline Management:

• Maintain a rigorous portfolio-level forecast governance and accuracy in the Medidata CRM system. Serve as the subject matter expert in advanced AI solutions to synthesize complex account data sets, optimizing commercial predictability for executive leadership.
• Develop and present comprehensive Quarterly Business Reviews (QBRs) directly to Medidata sales leadership and executive sponsors.
• Be the primary escalation point for high-stakes pricing and contractual bottlenecks, resolving complex, multi-million dollar deal-structuring issues under tight EOQ timelines.
• Be the primary commercial liaison for the Partner Account Manager (PAM) team, translating Medidata's contractual and pricing structure into compelling commercial value for the Partner.
• Mentor and coach junior PBM team members, sharing best practices regarding pipeline scrubbing, AI workflow optimization, and impactful QBR construction to elevate the broader cohort.

Operational Excellence & Financial Stewardship:

• Govern and optimize Medidata's institutional pricing frameworks and contractual templates deployed across the Partner network, ensuring global compliance and maximum revenue capture.
• Provide advanced pricing and negotiation guidance to external customers during major shifts to original master agreements or study-level scopes.
• Champion global corporate initiatives and cross-functional projects across Field Sales, Finance, Sales Operations, and Legal teams to accelerate the end-to-end deal lifecycle.

Qualifications:

• Minimum of 7–8+ years of specialized experience meeting/exceeding quota working directly with Global CROs, or within an enterprise channels/alliance program, senior account management, or direct sales involving complex software application sales/consulting.
• Proven track record of managing Tier-1 Global CRO accounts or flagship enterprise channel alliances with a portfolio value exceeding millions in annual contract value (ACV).
• Demonstrated experience operating as an informal team leader, mentor, or cross-functional consensus builder in high-pressure, fast-paced sales environments.
• Demonstrated advanced proficiency in leveraging generative AI tools (e.g., Gemini, ChatGPT) to architect high-level data narratives, streamline data synthesis, and train the broader team on workflow efficiencies.
• Must possess a master-level strategic sales mindset complemented by the discipline to govern detailed operational matters and high-stakes contract execution.
• Deep familiarity with the eClinical market or a proven track record of success within a major life sciences technology company is required.
• Bachelor's Degree in the Life Sciences, Engineering, or Computer Science (preferred).

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, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.

 Equal Employment Opportunity:

In order to provide equal employment and advancement opportunities to all individuals, employment decisions at Medidata are based on merit, qualifications and abilities. Medidata is committed to a policy of non-discrimination and equal opportunity for all employees and qualified applicants without regard to race, color, religion, gender, sex (including pregnancy, childbirth or medical or common conditions related to pregnancy or childbirth), sexual orientation, gender identity, gender expression, marital status, familial status, national origin, ancestry, age, disability, veteran status, military service, application for military service, genetic information, receipt of free medical care, or any other characteristic protected under applicable law. Medidata will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.

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

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