Channel Partnerships Lead, Clinical Research
Job Description
We're looking for a Channel Partnerships Lead (Clinical Research) to support commercial activities for Flatiron’s suite of clinical research offerings. We believe that traditional clinical research paradigms are ill-equipped to address the volume and complexity of research questions that face drug developers, researchers, and regulators. Flatiron’s Clinical Research Business Unit (CRBU) is building technology-first products and operations to support new approaches to prospective evidence generation and interventional clinical trial execution. Our clinical research technology is deployed across a diverse set of top-tier academic medical centers as well as a broad network of community oncology clinics. Flatiron also has active research partnerships with leading biopharma companies, CROs, the FDA, and the NCI.
Reporting to the Head, Commercial Solutions and Partnerships for the CRBU, you will be responsible for strategy and execution of a partnership model which drives sales of our clinical research offerings to non-sponsor external partners, namely CROs and clinical technology providers. You will be fully accountable for defining our approach to and executing on complex, multifaceted channel sales opportunities.
We’re looking for someone with deep clinical research expertise who can work closely with our partners to articulate how Flatiron’s clinical research offerings are uniquely positioned to address some of the most persistent barriers and challenges in clinical research today.
Responsibilities
- Be responsible for designing, establishing, and overseeing a partnership program with CROs and technology partners (and other providers where there are strategically-aligned channel sales opportunities) that will drive sales of Flatiron’s clinical research offerings. The program will develop into a robust partnership program and will require close collaboration with Flatiron’s Product, Product Operations and Professional Services team to articulate knowledge transfer and other onboarding activities.
- Manage complex relationships between CRO customers and Sponsors, as well as other technology partners in the clinical research space. In this role, you will help develop pricing and tracking systems that will minimize channel conflicts, while maximizing sales and win-win opportunities.
- Identify, target, negotiate, and sign partnerships with multiple CROs and partners, while diversifying and maximizing the product mix sold through those channels. This will include managing the nuance and complexity of the opportunity particularly as it relates to terms and incentives.
- Become a subject matter expert on Flatiron’s Clinical Research offerings and reliably represent our technology and capabilities with partners and potentially on joint bid defenses with sponsors.
- Serve as the primary point of contact during the sales process to align Flatiron's offerings with client needs and drive sales of products and services to meet those needs.
- Robustly manage post-sale engagement at a strategic level including governance, collaborating with relevant cross-functional teams, and evaluating partnership performance to ensure we are maximizing on opportunities. Reliably represent customer feedback and needs to the business unit to help enhance existing products, identify new potential product offerings, and refine go-to-market strategy.
- Support the Clinical Research Leadership Team in a wide-ranging capacity as a clinical research expert and trusted senior leader in the industry.
- Regularly travel to client sites, industry relevant conferences and trade shows (anticipated travel <20%).
Job Requirements
You’re an individual with a deep understanding of clinical research, an analytical approach to problem solving, and have senior leadership experience. You are highly motivated by being part of a diverse cross-functional team focused on transformational change in the area of cancer research. You have a start-up mindset, enjoy a fast-paced environment, and are excited by the prospect of rolling up your sleeves to tackle meaningful problems each and every day. Your experience will ideally come from the clinical technology or CRO space, with a history of navigating the nuances of channel sales.
- You have a B.A. or B.S. (preferred discipline in a scientific or business domain)
- You have designed and implemented a partnership program either at a clinical technology provider with CROs (preferred) OR the inverse, at a CRO/service provider with a clinical technology partner.
- You have 12+ years of experience with progressive leadership responsibilities in one or more of the following:
- Healthcare technology companies focused on clinical research
- Clinical research organizations (CROs) focused on innovation
- Healthcare oriented consulting firms with a focus on clinical research
- You are interested in engaging directly with the landscape of players in a very complex environment to help advance their research strategies.
- You can apply your clinical research background to reliably represent Flatiron in capabilities presentations, project scoping, contract negotiations and to cultivate long term strategic partnerships. This will include working with executive level leaders at both partners and potentially sponsors.
- You’re a collaborative, passionate and analytical problem-solver who seeks and gives candid feedback, and values the chance to make an important impact.
- You can juggle multiple client interactions and deadlines simultaneously with a “sleeves-rolled-up” approach.
- You are proactive, self-motivated, self-directed, detail-oriented, comfortable with ambiguity, and data driven.
