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

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. Our growing AI Agent suite — including the AI eTMF Agent for autonomous document management and the AI Regulatory Submission Ready Agent for end-to-end submission intelligence — represents the next frontier of clinical operations automation, and is a key differentiator in every partner conversation.

As we scale our go-to-market engine and build toward a strategic exit, our partner ecosystem — anchored by Salesforce, Amazon Web Services, a growing network of System Integrators, and strategic CRO partnerships — is a critical growth lever. We are hiring a Partner Account Manager to own and grow these alliances.

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.

A defining priority of this role is accelerating market adoption of Cloudbyz's AI Agent product suite through all four partner channels. The PAM is expected to develop AI-specific partner plays, position the agents as differentiators in joint sales conversations, and drive co-marketing programs that establish Cloudbyz as the leading AI-native eClinical platform.

• 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

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

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

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

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

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

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