VP Partnerships - Analytics Software Company (Global)
Analytics Software Company Partnerships Expansion
Highlight
Recruited a VP Partnerships who signed three global alliance agreements and doubled partner-sourced pipeline within six months.
The Brief
A global analytics software provider supporting drug discovery and development sought a Vice President of Partnerships to scale strategic alliances. The company needed a senior leader to formalise collaboration frameworks with hyperscalers, CROs, and top-tier pharma companies, turning informal partnerships into structured, revenue-generating agreements.
The Challenge
The business operated in a competitive space where strong technical partnerships often stalled due to complex governance, long sales cycles, and multi-jurisdictional legal frameworks. The new VP had to blend commercial acumen with the ability to manage partner enablement, co-sell programs, and contractual structures across multiple continents. The company required a proven operator who could deliver immediate results while building a repeatable partnership model for long-term growth.
Our Approach
We targeted alliance and business development leaders from analytics, cloud, and Life Sciences technology companies with a history of executing global partnership programs. Evaluation centred on candidates who had launched joint offerings with CROs, developed go-to-market frameworks with hyperscalers, and managed data-compliance requirements across geographies. Our shortlist included individuals with experience converting high-profile collaborations into measurable revenue and operationalising governance models that could scale globally.
Outcome
The successful candidate had previously led global partnerships for a major analytics vendor, delivering multiple co-sell and co-development programs with top pharma clients. Within six months of joining, they signed three enterprise-level partnerships: a joint analytics solution with a global CRO, a data-collaboration framework with a top-10 pharma company, and a cloud marketplace listing that unlocked joint marketing funds. The company achieved a twofold increase in partner-sourced pipeline and significantly reduced enterprise deal timelines, strengthening its market position and partner ecosystem.
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