Director, Strategic Growth & Customer Partnerships

IQVIA Site Enablement Solutions provides site-based clinical research support designed to help sponsors and research sites address capacity, enrolment, and study execution challenges. The Director, Strategic Growth & Customer Partnerships will lead execution of the business growth strategy through strategic account planning, executive customer engagement, customer expansion, opportunity conversion, and commercialization of emerging capabilities.

Responsibilities:

• Lead strategic account planning and growth execution across priority customer relationships.
• Develop account-specific expansion plans across therapeutic areas, geographies, studies, and delivery models to increase adoption and support repeatable, multi-study growth.
• Convert study-level and country-level engagements into broader portfolio and enterprise relationships.
• Build and maintain executive customer relationships, stakeholder maps, sponsorship models, and governance approaches.
• Identify and advance competitive opportunities where IQVIA can differentiate through global reach, flexibility, integrated capabilities, and measurable customer outcomes.
• Lead the design of customized site support solutions and commercial structures that align customer requirements with operational feasibility and sustainable delivery.
• Partner with Business Development and account teams throughout opportunity qualification, solution development, proposal strategy, pricing, negotiation, and bid defense.
• Increase inclusion and penetration of site support solutions within Full Service opportunities, particularly programs where site capacity or enrolment risk is material.
• Create repeatable frameworks for account growth, opportunity follow-up, pipeline-to-revenue tracking, objection handling, and conversion discipline.
• Support competitive pricing approaches, quantified value assumptions, and commercially viable alternatives in collaboration with Finance, Strategy, and Delivery.
• Translate emerging capabilities into clear, customer-ready propositions, use cases, and integrated solution pathways.
• Strengthen value articulation through return-on-investment models, key performance indicator frameworks, case studies, proof points, and differentiated customer storytelling.
• Partner with Delivery and regional teams to incorporate country readiness, resource models, contracting, pricing, and implementation requirements into commercial planning.
• Capture customer and market feedback and translate insights into offering, process, technology, and geographic expansion priorities.
• Serve as a member of the Site Enablement Solutions leadership team and provide visible ownership of the growth agenda.
• Partner with customer-facing and operational leaders to strengthen account management maturity and commercial effectiveness.
• Establish disciplined account reviews, opportunity ownership, executive stakeholder mapping, and progress reporting against growth priorities.
• Provide coaching and subject matter guidance to colleagues supporting customer engagement and solution positioning.
• Initially operate as an individual contributor; the role may assume leadership of customer-aligned delivery resources as the operating model and business needs evolve.

Education and Experience:

• Bachelor's degree in healthcare, life sciences, business, or a related discipline, or an equivalent combination of education, training, and experience.
• Minimum of 10 years of experience in clinical research, healthcare services, contract research organization services, site services, or a related life sciences environment.
• Demonstrated experience in strategic account management, customer partnerships, commercial growth, solution development, or business development.
• Demonstrated experience in site support, site augmentation, site engagement, enrolment acceleration, or related patient and site services.
• Experience designing and negotiating complex, customized service solutions that require alignment across commercial and operational stakeholders.
• Experience engaging senior stakeholders within pharmaceutical, biotechnology, or clinical research organizations.
• Experience working within global and highly matrixed organizations.

Additional Skills:

• Deep understanding of clinical trial operations, research-site workflows, site capacity constraints, and sponsor decision-making.
• Strong commercial judgment and ability to balance customer value, competitive positioning, pricing, operational feasibility, and financial sustainability.
• Ability to convert strategic priorities into executable account plans and measurable actions.
• Executive-level communication, influencing, relationship management, and presentation skills.
• Ability to lead through influence across Business Development, Operations, Delivery, Finance, Marketing, Technology, and Strategy.
• Strong problem-solving, negotiation, organizational, and prioritization skills.
• Ability to work effectively across cultures, regions, and time zones, with strong command of English.
• Knowledge of global delivery models, resource sourcing, site contracting, and country activation considerations is preferred.
• Experience coaching or leading customer-facing teams is preferred.