Partner Business Manager EMEA

Medidata is powering smarter treatments and healthier people through digital solutions to support clinical trials. Celebrating 25 years of ground‑breaking technological innovation across more than 36,000 trials and 11 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 users trust Medidata's seamless, end‑to‑end platform to improve patient experiences, accelerate clinical breakthroughs, and bring therapies to market faster.

About the Team

The Partner Business Manager drives strategic commercial growth and manages operational activities for an assigned CRO Partner(s). You will be the primary Medidata advocate responsible for growing influential relationships within the CRO's study teams to increase Study‑by‑Study (SbS) win rates and maximise Medidata platform adoption. We are looking for collaboration across multiple internal and external customers and mastery of the sales process. Furthermore, your expertise in operations will also support revenue growth, including contracts, change orders, and Days Sales Outstanding (DSO) management.

Responsibilities

• Reporting to the Manager of the Partner Business Manager group in EMEA, the PBM holds a dual sales and operational mandate focused on maximising Medidata usage and accelerating the sales cycle with our assigned CRO Partner(s).
• Strategic Growth & Influence: Establish and nurture deep, high‑value relationships with main CRO stakeholders who influence technology selection and proposal development (e.g., Clinical Operations, Therapeutic Leads, Business Development, Data Management, Proposal Teams). Actively leverage relationships to position Medidata solutions aligned with the CRO's therapeutic expertise, leading to increased adoption and usage of the Medidata platform across their portfolio. Improve the Study‑by‑Study (SbS) win rate and Medidata product expansion across the Partner's pipeline by positioning Medidata's value proposition early in the bidding process. Maintain a rigorous forecast hygiene and accuracy in the Medidata CRM system to ensure predictable revenue tracking. Serve as the primary commercial liaison for the Partner Account Manager (PAM), translating Medidata's contractual and pricing structure into compelling commercial value for the Partner. Collaborate with internal proposal teams to facilitate detailed pricing and contracting of Medidata's software and services, including Sales Orders and Change Orders. Serve as the internal CRO champion, leading communication and coordination across Medidata Field Sales, Finance, Sales Operations, and Legal teams. Work with Regional Account Managers (RAMs) to coordinate opportunity updates with Partner Business Managers of Global CROs. Help with Medidata Partner Program development, implementation, and management, including go‑to‑market strategy.
• Commercial & Pipeline Management: Maintain a rigorous forecast hygiene and accuracy in the Medidata CRM system to ensure predictable revenue tracking. Serve as the primary commercial liaison for the Partner Account Manager (PAM), translating Medidata's contractual and pricing structure into compelling commercial value for the Partner. Collaborate with internal proposal teams to facilitate detailed pricing and contracting of Medidata's software and services, including Sales Orders and Change Orders. Serve as the internal CRO champion, leading communication and coordination across Medidata Field Sales, Finance, Sales Operations, and Legal teams. Work with Regional Account Managers (RAMs) to coordinate with Partner Business Managers of Global CROs. Help with Medidata Partner Program development, implementation, and management, including go‑to‑market strategy.
• Operational Excellence & Financial Stewardship: Develop existing Medidata Partner relationships with multiple internal departments (e.g., Field Sales, Finance, Sales Operations, and Legal). Provide pricing guidance to external customers during any change to the original contract. Facilitate and communicate regular updates of Mediquote pricing and contractual templates to the Partner. Lead some ad hoc projects.

Qualifications

You will have experience meeting/exceeding quota working with CROs or within a channels/alliance programme, account management, or direct sales involving complex software application sales/consulting. You can influence technology adoption and strategic decision‑making within a partner organization. Must have a strategic sales mindset complemented by the discipline to manage detailed operational matters and contract execution. Demonstrated expertise in cross‑team collaboration with a history of exceeding and accelerating revenue targets. Familiarity with the eClinical market or previous experience at a life sciences company is required. Bachelor's Degree in the Life Sciences, Engineering or Computer Science (preferred or equivalent experience).

Base pay is one part of the Total Rewards that Medidata provides to compensate and recognise 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 the best benefits, including medical, dental, life and disability insurance; a generous pension; and 25+ paid holidays per year.

Inclusion Statement

As a game‑changer in sustainable technology and innovation, Medidata, a Dassault Systèmes company, is striving to build more inclusive teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it’s our responsibility to foster opportunities for all people to participate in a harmonized Workforce of the Future.