Partner Account Manager

Partner Account Manager Salesforce | AWS Healthcare & Life Sciences | System Integrators | CRO Partners Role Type: Full-Time Location: Remote / Hybrid Department: Alliances & Partnerships About Cloudbyz Cloudbyz is a Salesforce-native unified eClinical platform purpose-built for life sciences organizations — pharma, biotech, and CROs. Our platform unifies Clinical Trial Management (CTMS), Clinical Trial Financial Management (CTFM), eTMF, EDC, Pharmacovigilance, and AI-powered agents on a single Salesforce architecture, enabling sponsors and CROs to run faster, leaner, and more compliant trials. Position Summary The Partner Account Manager (PAM) is a senior individual contributor responsible for building, managing, and activating Cloudbyz's four primary partnership channels: Salesforce (ISV/AppExchange), AWS Healthcare & Life Sciences (HCLS Partner Network), System Integrators (SIs), and Contract Research Organizations (CROs). The PAM will own the end-to-end partner relationship — from strategic alignment and joint business planning to co-sell execution, demand generation, and revenue attribution. This role sits at the intersection of alliances, sales, and product marketing, requiring a candidate who can operate at the executive level with partners while driving ground-level co-sell motions with field teams. You will be a key architect of Cloudbyz's partner‑sourced and partner‑influenced revenue pipeline — with particular emphasis on bringing our AI Agent solutions to market through each partner channel. Key Responsibilities AI Agent Solutions — Cross‑Partner GTM Focus Champion the AI eTMF Agent — which autonomously classifies, indexes, and quality‑checks trial master file documents — across Salesforce, AWS, SI, and CRO partner conversations, positioning it as a top‑of‑funnel conversation starter with eClinical and regulatory operations buyers Drive partner GTM for the AI Regulatory Submission Ready Agent, targeting regulatory affairs and CMC teams at biotech and pharma sponsors; develop joint solution briefs, partner‑led webinars, and co‑sell plays in collaboration with Cloudbyz product marketing Build AI‑specific partner enablement materials: agent capability overviews, competitive differentiation guides, demo scripts, and ROI frameworks that quantify time‑to‑submission reduction and document review labor savings Develop joint solution architecture narratives with AWS partners leveraging underlying cloud AI infrastructure (SageMaker, Bedrock, HealthLake) and with Salesforce leveraging Einstein AI and Agentforce platform capabilities Identify and activate CRO and SI partners as deployment channels for AI Agent pilots and co‑implementation engagements — converting partner relationships into production deployments Represent the Cloudbyz AI Agent portfolio at partner‑hosted events, industry conferences (DIA, SCOPE, HLTH, AWS re:Invent), and joint analyst briefings 1. Salesforce Partnership Own and deepen the Cloudbyz ISV/OEM relationship with Salesforce, including AppExchange listing optimization, co‑sell alignment, and joint GTM planning Manage Salesforce partner tier requirements, SFDC ACV credits, and co‑marketing MDF (Market Development Funds) allocation and utilization Activate co‑sell motions with Salesforce Account Executives in the Life Sciences vertical — source and progress joint pipeline to closed revenue Coordinate joint webinars, Salesforce World Tour participation, Dreamforce presence, and Industry Cloud (Health Cloud) alignment events Maintain executive relationships within Salesforce ISV team, Life Sciences industry team, and AppExchange ecosystem Track and report on Salesforce‑sourced leads, co‑sell pipeline, influenced ARR, and partner‑tier health metrics 2. AWS Healthcare & Life Sciences (HCLS) Partnership Manage Cloudbyz's AWS ISV/SaaS partnership including AWS Marketplace listing, HCLS Partner Network enrollment, and co‑sell registration via AWS ACE (APN Customer Engagements) Drive AWS HCLS co‑sell opportunities — register, progress, and close joint opportunities with AWS Life Sciences Specialist SAs and Account Managers Develop joint solution positioning with AWS (e.g., Cloudbyz on AWS Health Lake, integration with AWS HealthImaging, SageMaker‑powered AI clinical agents) Execute AWS Marketplace GTM strategy including private pricing, CPPO (Channel Partner Private Offers), and professional services listings Pursue AWS competency attainment in Life Sciences/Healthcare and ISV Accelerate program benefits Coordinate joint customer case studies, AWS re:Invent presence, HLTH and JPM Healthcare conference co‑participation 3. System Integrators (SI) Partnership Identify, recruit, onboard, and manage strategic SI partners (global and regional) focused on life sciences — Cognizant, Wipro, Deloitte, PwC, Accenture, Veeva‑aligned SIs, and niche CRO‑focused integrators Build and execute SI partner enablement programs: product training, certification tracks, demo environments, and solution packaging support Develop reseller and referral commercial frameworks including tiered margin structures, volume‑based incentives, and contractual deal protections Work with SIs to co‑develop market‑ready solution offerings (e.g., SI‑branded eClinical transformation practices built on Cloudbyz) Manage joint pipeline with SI partners, including deal registration, conflict resolution, and co‑selling rules of engagement Support SCI and other strategic resellers transitioning Cloudbyz pharmacovigilance and eClinical solutions to their customer base 4. CRO Partnership Identify, recruit, and manage strategic CRO partnerships — targeting top‑tier global CROs (ICON, Syneos, PPD/​Thermo Fisher, Medpace, Parexel, PRA Health Sciences) as well as mid‑market and specialty CROs in oncology, rare disease, and emerging biotech segments Position Cloudbyz as the preferred Salesforce‑native eClinical platform for CROs deploying CTMS, eTMF, CTFM, EDC, and pharmacovigilance solutions for their sponsor clients — driving adoption as both an internal operations platform and a sponsor‑facing delivery tool Develop CRO‑specific commercial frameworks including white‑label/OEM arrangements, preferred vendor agreements, volume‑based subscription models, and per‑study pricing structures Build and execute CRO enablement programs: platform training, clinical operations workflow certification, sandbox environments, and implementation playbooks tailored to CRO delivery models Collaborate with CRO partners on joint GTM programs targeting emerging biotech and mid‑size pharma sponsors who rely on CRO‑recommended technology stacks — positioning Cloudbyz as the go‑to recommendation from CRO delivery teams Develop co‑sell and referral motions with CRO business development and solution architecture teams to embed Cloudbyz recommendations into CRO proposals and RFP responses Manage CRO pipeline and revenue attribution in Salesforce CRM — track CRO‑sourced leads, influenced deals, study count growth, and seat expansions across the CRO's sponsor client base Represent Cloudbyz at CRO‑focused industry events — DIA, SCOPE, ACRP, and ClinOps Leadership Summit — and coordinate joint speaking opportunities, panel participation, and sponsored content with CRO partners 5. Joint GTM & Demand Generation Develop and execute annual joint business plans (JBPs) for each partner with clear pipeline targets, co‑marketing budgets, and milestone accountability Drive joint demand generation programs: co‑branded webinars, content syndication, event sponsorships, ABM campaigns, and partner‑led email campaigns Collaborate with Cloudbyz Marketing on partner‑facing content, co‑branded collateral, joint press releases, and partner success stories Lead partner Quarterly Business Reviews (QBRs) with executive participation from both sides — report on pipeline, wins, losses, and next‑quarter priorities Develop partner field sales kits: battle cards, demo scripts, ROI calculators, technical integration guides, and objection handling frameworks 6. Revenue Growth & Commercial Execution Own partner‑sourced and partner‑influenced ARR targets — accountable for quarterly and annual partner revenue contribution goals Collaborate with Cloudbyz direct sales team to manage co‑sell motions, avoiding channel conflict and maximizing joint deal velocity Negotiate partnership agreements, MOU terms, reseller contracts, and OEM arrangements with support from legal and finance Identify and develop net‑new revenue opportunities through partner‑led expansions, new geographies, and new ICP segments (e.g., emerging biotech, CRO, academic medical centers) Track all partner activity in Salesforce CRM — pipeline, activities, contacts, co‑sell deal status, and revenue attribution Required Qualifications 7+ years of experience in partner management, alliances, or business development in B2B SaaS or enterprise software Demonstrated experience managing at least one of: Salesforce ISV/AppExchange partnerships, AWS Partner Network / HCLS co‑sell, SI/GSI alliances, or CRO/life sciences technology partnerships Proven track record of building partner‑sourced pipeline and attributing revenue to partner channels Experience in life sciences, healthcare IT, CRO, pharma, or clinical technology is strongly preferred Strong executive presence and ability to present to C‑suite stakeholders at partner organizations and customers Proficiency with Salesforce CRM and partner relationship management tools Excellent written and verbal communication; ability to develop compelling joint value propositions and partner‑facing materials Self‑starter with ability to operate in a fast‑paced, high‑growth environment with limited structure Preferred Qualifications Experience with AWS Marketplace GTM, Private Offers (CPPO), or ACE co‑sell program Familiarity with life sciences technology landscape — CTMS, eTMF, EDC, RTSM, pharmacovigilance, regulatory submission tools, and AI/ML applications in clinical operations Experience marketing or selling AI‑powered SaaS solutions, agents, or automation platforms in a regulated industry context Existing relationships within Salesforce Life Sciences industry team, AWS HCLS team, major SI life sciences practices, or CRO business development and technology leadership teams Understanding of CRO operating models, sponsor‑CRO dynamics, and how eClinical platforms are evaluated and embedded within CRO service delivery MBA or equivalent advanced degree Experience supporting an organization through a strategic transaction (M&A, PE recapitalization, strategic exit) What We Offer Competitive base salary with performance‑based variable / OTE compensation Equity participation in a company executing against a near‑term strategic exit High‑visibility role with direct access to executive leadership and the ability to shape Cloudbyz's partner strategy A platform with demonstrated product‑market fit and growing organic demand in the life sciences eClinical market Collaborative, mission‑driven culture with deep domain expertise in clinical operations and Salesforce‑native development Health, dental, and vision benefits; 401(k); flexible PTO #J-18808-Ljbffr Cloudbyz Inc