Channel Manager, Clinical Research Organizations

3 days ago

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Datavant

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Healthcare Insurance • SaaS • Enterprise

Datavant is a company that provides a platform and network focused on making health data secure, accessible, and usable across the healthcare ecosystem. With a focus on data connectivity and interoperability, Datavant facilitates the movement of healthcare records across a vast network of organizations, including hospitals, clinics, health systems, and data partners. Their suite of products and solutions covers areas such as health data exchange, data transformation, and privacy compliance, serving various clients including health plans, healthcare providers, life sciences, and government organizations. Datavant's mission is to advance human health through improved data exchange and analytics.

201 - 500 employees

Founded 2017

⚕️ Healthcare Insurance

☁️ SaaS

🏢 Enterprise

💰 $40M Series B on 2020-10

📋 Description

• Drive joint deal execution with CRO partners - supporting pipeline development, deal structuring, and co-selling activities to achieve shared revenue goals. • Partner directly with Datavant’s Sales team to integrate CRO relationships into the enterprise GTM motion, supporting field teams in identifying and closing joint opportunities. • Translate strategic CRO alliances into actionable business plans with measurable commercial outcomes. • Expand Datavant’s CRO relationships beyond clinical development into R&D, Safety, and Commercial use cases. • Identify and activate opportunities to use Datavant’s connectivity and tokenization technologies across the full life sciences value chain - from trial enablement to post-market insights, leveraging both data linkage and bespoke RWD solutions. • Drive cross-sell initiatives that align CRO capabilities with Datavant’s solutions for RWD connectivity, RWE generation, and privacy-preserving data exchange. • Partner with Sales leadership to ensure CRO partnerships are fully leveraged in account planning and GTM execution. • Work with Marketing to co-develop partner campaigns and joint positioning for life sciences customers. • Collaborate with Product and Delivery teams to translate CRO feedback into enhancements that strengthen Datavant’s partner value proposition. • Develop and execute channel playbooks to standardize how Datavant collaborates with CROs across deal cycles. • Define KPIs and success metrics for CRO partner performance, including revenue contribution, co-sell velocity, and partner satisfaction. • Conduct quarterly business reviews with CROs and internal stakeholders to assess progress and refine strategies. • Champion Datavant’s leadership in trial tokenization, RWD connectivity, and evidence generation within the CRO ecosystem. • Stay current on trends in clinical operations, pharmacovigilance, and commercialization to inform CRO partnership priorities. • Identify emerging CROs or adjacent partners to expand Datavant’s ecosystem reach.

🎯 Requirements

• 10+ years of experience in channel management, partnerships, or business development. • Experience in healthcare technology, clinical research, EHRs, real-world data, or real-world evidence domains. • Proven success developing and scaling partner ecosystems that drive measurable business impact. • Deep understanding of CRO operations, data workflows, and the intersection of clinical trial data with RWD. • Knowledge of data privacy, interoperability standards, tokenization, and healthcare compliance frameworks. • Strong analytical and commercial skills with the ability to manage complex deal structures and revenue models. • Excellent relationship management and influence skills across senior internal and external stakeholders. • Ability to collaborate across sales, product, and operations teams to deliver unified partner outcomes. • Entrepreneurial mindset with the ability to navigate ambiguity and rapidly changing market dynamics.

🏖️ Benefits

• Health insurance • 401(k) matching • Flexible work hours • Paid time off