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United States
Remote only
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a VP of Alliances based in the United States.
The VP of Alliances will lead the development and execution of a strategic partner ecosystem designed to accelerate commercial growth and expand market reach across the clinical research technology landscape. Reporting to the Chief Commercial Officer, you will shape alliance and channel strategies spanning technology providers, systems integrators, consultancies, and regional partners. You will build influential relationships with key industry players, creating opportunities for joint positioning, co-selling, and shared customer success. With direct responsibility for partner-sourced and partner-influenced revenue, you will drive measurable commercial outcomes through strong pipeline management and strategic negotiations. This is a hands-on leadership opportunity within a fast-growing international technology environment, with the potential to build and lead a dedicated partnerships team. Your work will help expand access to innovative, AI-powered solutions that improve clinical trial quality and support better patient outcomes.
You will own the alliance and channel strategy, building strong commercial partnerships that extend market presence, generate revenue, and strengthen positioning across the clinical technology ecosystem. Your responsibilities will include:
Develop and lead the overall alliances and partner strategy across three key areas: technology alliances, systems integrators, and regional channel partners.
Strengthen relationships across the clinical technology ecosystem to create joint positioning, co-selling opportunities, and shared customer engagement.
Build strategic relationships and mindshare with major systems integrators and consulting firms, ensuring solutions are included in relevant customer transformation roadmaps.
Establish and manage partner-sourced and partner-influenced revenue targets, maintaining clear pipeline visibility, forecasting, reporting, and accountability.
Collaborate with Sales, Marketing, Product, and Services teams to develop partner enablement strategies and support successful joint go-to-market initiatives.
Build and expand value-added reseller relationships in priority regions, including Japan, India, and selected European markets.
Develop scalable channel programs covering partner onboarding, enablement, certification, commercial models, and performance management.
Lead complex, multi-party commercial negotiations and align partner interests with broader business objectives.
Identify new alliance opportunities, assess strategic fit, and establish partnerships that support long-term growth.
Initially operate as a hands-on leader while developing the structure, capabilities, and talent needed to build and lead a dedicated partnerships team.
The ideal candidate is an experienced alliances and channel leader with a strong commercial track record, established industry relationships, and the ability to build scalable partnership programs. You should bring:
At least 10 years of experience in alliances, channel management, or partnerships leadership within clinical technology, life sciences, or eClinical software.
A proven track record of carrying and delivering against revenue quotas through partner-sourced and partner-influenced business.
Established relationships and experience working with major technology vendors and systems integrators, such as Veeva, Medidata, Deloitte, or PwC.
Demonstrated experience building and managing channel programs, including value-added reseller networks, partner enablement, certification frameworks, and commercial models.
Strong commercial judgment, negotiation capabilities, and experience managing complex, multi-stakeholder partnerships.
The ability to influence senior executives and build trusted relationships with strategic partners.
Excellent communication, relationship management, and cross-functional collaboration skills.
A builder mindset, with the ability to establish partnership strategies and processes hands-on before recruiting and leading a team.
Nice to have:
Experience establishing an alliance or channel function within a fast-growing scale-up or private equity-backed software business.
Knowledge of regional channel markets, particularly Japan, India, or Germany.
Familiarity with Risk-Based Quality Management (RBQM), clinical data quality, or clinical trial technology.
Comprehensive medical coverage with HDHP, PPO, and HMO plan options through TriNet.
Employer coverage of 90% of employee health insurance premiums and 70% of dependent premiums.
Monthly Health Savings Account (HSA) contributions of $25 for individual coverage or $50 for family coverage.
Flexible Spending Accounts (FSA) and pre-tax commuter benefits.
Employer-paid life, accidental death and dismemberment (AD&D), and disability insurance.
401(k) retirement plan through T. Rowe Price, with an employer match of up to 4.5%.
Access to voluntary benefits through MetLife and Aflac, including critical illness, accident, legal, and identity theft protection.
Opportunity to join an ambitious, fast-growing international technology company with a diverse team representing more than 20 nationalities.
A collaborative environment that encourages flexibility, continuous learning, innovation, and professional growth.
A culture guided by care, passion, inclusion, and a commitment to improving outcomes in clinical research.
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