Director, Site Enablement Solutions

Overview

As Director, you will lead the growth strategy for Site Enablement Solutions, driving strategic account plans and executive customer engagement to expand partnerships. You will craft customer-centric solutions, pricing, and delivery models that balance client needs with operational feasibility. Your work will span cross-functional leadership across BD, Operations, Delivery, Finance, Marketing, Technology, and Strategy to convert opportunities into sustainable relationships. You will shape value propositions, governance models, and ROI storytelling to differentiate IQVIA in a global, matrixed environment. This role offers high-impact opportunities to scale site enablement capabilities and own

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
• 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, KPI 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

Key requirements

• Bachelor’s degree or equivalent experience in clinical research, healthcare services, CRO services, site services, or a related life sciences environment
• Minimum of 10 years of experience in clinical research or related fields
• Proven experience in strategic account management, customer partnerships, and commercial growth
• Experience in site support, site augmentation, site engagement, or patient/site services
• Experience designing and negotiating complex, customized service solutions with cross-stakeholder alignment
• Experience engaging senior stakeholders within pharmaceutical, biotech, or CROs
• Experience in global and matrixed organizations

• Executive-level communication and influencing abilities
• Relationship management and stakeholder mapping
• Strong problem-solving and negotiation skills
• Knowledge of global delivery models, resource sourcing, site contracting, and country activation considerations
• Ability to develop ROI models and KPI frameworks
• Experience with pricing strategy and business case development

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