Manager, Partner Sales

Sales & Marketing Beijing, China Shanghai, Shanghai

Position at Medidata Solutions

Medidata: Conquering Diseases Together

Medidata is leading the digital transformation of life sciences, creating hope for millions of patients. Medidata helps generate the evidence and insights to help pharmaceutical, biotech, medical device and diagnostics companies, and academic researchers accelerate value, minimize risk, and optimize outcomes. More than one million registered users across 1,400 customers and partners access the world's most-used platform for clinical development, commercial, and real-world data. Medidata, a Dassault Systèmes company, is headquartered in New York City and has offices around the world to meet the needs of its customers. Discover more at

Your Mission:

Senior Manager, Partner Account Management manages a team of Partner Account Managers (PAMs) and partnerships with various top local and global CROs who can assist and support the sales and delivery of Medidata products and services, and leverage Medidata’s position in the marketplace.

The role requires a clear understanding of the Clinical Trials R&D environment, an understanding of Clinical and DM study implications and experience across a wide range of therapeutic environments. In addition, it is important to have practical experience of the Sponsor/CRO outsourcing process ideally combined with experience of working with Channel partners to develop and leverage new business opportunities.

Your Commitments:

  • Building and management of executive relationships with the senior executives of the CROs to facilitate the collaborations.

  • Coach the PAMs to develop and manage new and existing CRO Channel Partnerships.

  • Collaborate with regional resources to execute partner program complete with go-to-market strategy and business plan.

  • Development of CRO revenue-generating activities.

  • Coordinate with regional sales executives and Direct Sales team (Global/Regional Account Managers) to develop, win and close Partner related sales opportunities.

  • Research, define and develop CRO go-to-market strategy analysis.

  • Provide support to and liaise with CRO Partners for Sales and Professional Services to develop and manage all CRO-Sponsor revenue-generating activities

  • Work closely with Medidata CRO Partnerships, Sales and Pre-Sales executives around the world to effectively provide global solutions that drive Medidata’s Channel and Sponsor business activities

  • Receive assignments in the form of objectives and determines how to use resources to meet schedules and goals. Provides guidance to subordinates within the latitude of established company policies. Recommends changes to policies and establishes procedures that affect immediate organization(s).

  • Work on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors, including an understanding of current business trends.

  • Follow processes and operational policies in selecting methods and techniques for obtaining solutions.

  • Act as advisor to subordinate(s) to meet schedules and/or resolve technical problems.

  • Develop and administer schedules, performance requirements; may have budget responsibilities.

  • Interact with subordinate supervisors, customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company.

  • Lead a cooperative effort among members of a project team. 

  • Manages subordinate supervisors, the coordination of the activities of a section or department with responsibility for results, including costs, methods and staffing.

  • Ad-hoc projects instructed by supervisor.

  • Local and international travel required.

Your Competencies:

  • Demonstrated ability to work with and manage relationships with customers and partners at a management-level

  • Ability to listen actively and think logically, strategically, and tactically to solve complex problems

  • Excellent verbal and written communication skills

  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

  • Excellent leadership and people management skill (remote team management can occur)

  • Command of Native Chinese (read/write/speak) with Business level English.

Your Education & Experience:

  • Bachelor’s degree in the Life Sciences, Engineering or Computer Science preferred, Master’s degree or higher a plus

  • Knowledge of and experience in software applications sales/consulting

  • 5 - 8 years successful hands-on experience working with CROs or within a channels or alliance program

  • 3 years experience of the biopharmaceutical clinical trials R&D environment is an advantage

Medidata is making a real difference in the lives of patients everywhere by accelerating critical drug and medical device development, enabling life-saving drugs and medical devices to get to market faster. Our products sit at the convergence of the Technology and Life Sciences industries, one of most exciting areas for global innovation. Nine of the top 10 best-selling drugs in 2017 were developed on the Medidata platform. 


Medidata Solutions have powered over 17,000+ clinical trials giving us the largest collection of clinical trial data in the world. With this asset, we pioneer innovative, advanced applications and intelligent data analytics, bringing an unmatched level of quality and efficiency to clinical trials enabling treatments to reach waiting patients sooner.


Medidata Information Technology (Shanghai) Co., an Equal Opportunity Employer. Medidata Solutions provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability or other factors that are unrelated to the legitimate business interests of Medidata Solutions.