Consulting & System Integrator (C&SI) Alliance Manager (Senior Manager/Director Level)

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 the Team: We are looking for a strategic, execution-oriented 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 Consulting and System Integrator (C&SI) partners, the execution of partnership go-to-market activities, and actively working with your C&SI partner to source, scope, and close joint opportunities.

Responsibilities:

• 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 and joint offerings alongside C&SI and Dassault Systemes account teams to drive our life sciences footprint in areas such as platform, manufacturing, and quality. Coordinate with C&SI and internal teams to scope joint offering and delivery models to support shared customer objectives and drive more pipeline development and wins. Act as the primary champion for the Dassault Systemes Life Sciences portfolio within the C&SI 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 AI-driven analytics, manufacturing excellence, quality and regulatory, and real-world data insights) to sponsors. Identify C&SI enablement needs and work with internal teams to support C&SI enablement programs. Build and maintain deep, trusted relationships with C&SI 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 C&SI partners to drive pipeline creation, revenue growth, and market expansion. Coordinate with Dassault Systemes Life Sciences and Global Alliances 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 C&SI partner reps on active joint deals. Act as a strategic advisor to internal deal teams, helping navigate C&SI partner dynamics and clearing friction points to accelerate sales cycles.
• Ecosystem Operations & Performance Tracking: Own the data integrity of the C&SI 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 C&SI partner accreditation and enablement paths, ensuring C&SI partner is enabled to deliver on our joint solutions. Coordinate with product, data, or delivery practices to ensure compliance with C&SI partner legal frameworks, data governance, and training requirements.

Role Requirements:

• 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 C&SIs, 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 sales account reps 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.

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.