Strategic Alliance Manager - Custom Biotech - LA / San Diego Region
Roche, Los Angeles, CA, United States
Overview
At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. The Opportunity
Building on over 30 years of industry experience, Roche Custom Biotech uses the powerful multidisciplinary skills found in Roche facilities across the world. The team offers products and solutions for manufacturers in the diagnostics and pharma biotech industry, ranging from raw materials to system solutions for bioprocessing. Leveraging the unique know-how of Roche Diagnostics and Roche Pharmaceuticals, our Strategic Alliance Managers work to partner with leaders in the biopharmaceutical, cell therapy, or in vitro diagnostics markets to enable strategic sourcing deals. The Strategic Alliance Manager is responsible for building, managing, and optimizing relationships with key strategic partners, ensuring that partnerships align with the company\'s overall business objectives. This role involves collaboration with internal and external stakeholders to drive joint initiatives, maximize value from partnerships, and promote the company\'s strategic growth in the biopharmaceutical and molecular diagnostic markets. Responsibilities
Identify, evaluate, and establish strategic alliances with pharmaceutical companies, biotechnology firms, research organizations, and other relevant partners on new and existing opportunities Foster strong relationships with existing partners, working closely with your leader, Key Account Executives, ensuring consistent communication, trust, and alignment of goals. Collaborate with internal teams (e.g., sales leadership, business development, regulatory, R&D, marketing) to define partnership objectives and success metrics. Develop business plans and strategies to maximize the value of partnerships in line with company goals. Monitor and evaluate alliance results, making data-driven recommendations to improve performance and address challenges. Act as the liaison between the organization and partner companies, ensuring seamless communication and coordination. Collaborate with the sales team through networking and lead identification. Coordinate internal teams to deliver on partnership commitments and milestones, such as co-development projects, joint licensing opportunities, or market entry strategies. Support regulatory, operational, and logistical efforts linked to partnership agreements. Conduct competitive intelligence and industry benchmarking to identify partnership opportunities in new and emerging pharmaceutical markets. Stay updated on trends, technological advancements, and regulatory changes in the industry to identify potential new partnerships or expansion opportunities. Address conflicts or challenges in partnerships with a solutions-oriented approach, ensuring smooth progress toward mutual objectives. Monitor and mitigate risks associated with alliances, including market, legal, and financial risks. Prepare and present quarterly reviews and updates to senior management or key stakeholders, highlighting partnership performance and future recommendations. This is a field-based position. The territory is within the Los Angeles / San Diego Area and surrounding areas. Travel expectation: 25% national travel. Who You Are
Bachelor’s Degree or equivalent experience 7+ years relevant sales or equivalent experience Preferred Requirements
7+ years relevant sales experience selling into the pharmaceutical or biotechnology market Proven experience (5+ years) in the pharmaceutical, biotechnology, or healthcare industry, specifically in business development, alliance management, or strategic partnerships Strong understanding of pharmaceutical drug development, commercialization processes, and the regulatory landscape Experience in negotiating contracts and managing complex partnerships Excellent communication, negotiation, and interpersonal skills Ability to manage multiple complex projects and initiatives simultaneously Strong analytical and problem-solving skills, with the ability to turn data into actionable insights Strategic thinker with attention to detail and a results-oriented mindset Demonstrated ability to build and maintain strong cross-functional relationships Familiarity with global markets and international collaboration processes Relocation benefits are not available for this job posting. The expected salary range for this position based on the primary location of California is 136,600 - 253,600 USD Annual. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below. Benefits
Roche is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws. If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants. Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.
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At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. The Opportunity
Building on over 30 years of industry experience, Roche Custom Biotech uses the powerful multidisciplinary skills found in Roche facilities across the world. The team offers products and solutions for manufacturers in the diagnostics and pharma biotech industry, ranging from raw materials to system solutions for bioprocessing. Leveraging the unique know-how of Roche Diagnostics and Roche Pharmaceuticals, our Strategic Alliance Managers work to partner with leaders in the biopharmaceutical, cell therapy, or in vitro diagnostics markets to enable strategic sourcing deals. The Strategic Alliance Manager is responsible for building, managing, and optimizing relationships with key strategic partners, ensuring that partnerships align with the company\'s overall business objectives. This role involves collaboration with internal and external stakeholders to drive joint initiatives, maximize value from partnerships, and promote the company\'s strategic growth in the biopharmaceutical and molecular diagnostic markets. Responsibilities
Identify, evaluate, and establish strategic alliances with pharmaceutical companies, biotechnology firms, research organizations, and other relevant partners on new and existing opportunities Foster strong relationships with existing partners, working closely with your leader, Key Account Executives, ensuring consistent communication, trust, and alignment of goals. Collaborate with internal teams (e.g., sales leadership, business development, regulatory, R&D, marketing) to define partnership objectives and success metrics. Develop business plans and strategies to maximize the value of partnerships in line with company goals. Monitor and evaluate alliance results, making data-driven recommendations to improve performance and address challenges. Act as the liaison between the organization and partner companies, ensuring seamless communication and coordination. Collaborate with the sales team through networking and lead identification. Coordinate internal teams to deliver on partnership commitments and milestones, such as co-development projects, joint licensing opportunities, or market entry strategies. Support regulatory, operational, and logistical efforts linked to partnership agreements. Conduct competitive intelligence and industry benchmarking to identify partnership opportunities in new and emerging pharmaceutical markets. Stay updated on trends, technological advancements, and regulatory changes in the industry to identify potential new partnerships or expansion opportunities. Address conflicts or challenges in partnerships with a solutions-oriented approach, ensuring smooth progress toward mutual objectives. Monitor and mitigate risks associated with alliances, including market, legal, and financial risks. Prepare and present quarterly reviews and updates to senior management or key stakeholders, highlighting partnership performance and future recommendations. This is a field-based position. The territory is within the Los Angeles / San Diego Area and surrounding areas. Travel expectation: 25% national travel. Who You Are
Bachelor’s Degree or equivalent experience 7+ years relevant sales or equivalent experience Preferred Requirements
7+ years relevant sales experience selling into the pharmaceutical or biotechnology market Proven experience (5+ years) in the pharmaceutical, biotechnology, or healthcare industry, specifically in business development, alliance management, or strategic partnerships Strong understanding of pharmaceutical drug development, commercialization processes, and the regulatory landscape Experience in negotiating contracts and managing complex partnerships Excellent communication, negotiation, and interpersonal skills Ability to manage multiple complex projects and initiatives simultaneously Strong analytical and problem-solving skills, with the ability to turn data into actionable insights Strategic thinker with attention to detail and a results-oriented mindset Demonstrated ability to build and maintain strong cross-functional relationships Familiarity with global markets and international collaboration processes Relocation benefits are not available for this job posting. The expected salary range for this position based on the primary location of California is 136,600 - 253,600 USD Annual. Actual pay will be determined based on experience, qualifications, geographic location, and other job-related factors permitted by law. This position is eligible to earn incentive compensation that is calculated and paid in accordance with the applicable Incentive Compensation Plan for the role. This position also qualifies for the benefits detailed at the link provided below. Benefits
Roche is an equal opportunity employer. It is our policy and practice to employ, promote, and otherwise treat any and all employees and applicants on the basis of merit, qualifications, and competence. The company's policy prohibits unlawful discrimination, including but not limited to, discrimination on the basis of Protected Veteran status, individuals with disabilities status, and consistent with all federal, state, or local laws. If you have a disability and need an accommodation in relation to the online application process, please contact us by completing this form Accommodations for Applicants. Roche is an equal opportunity employer and strictly prohibits unlawful discrimination based upon an individual's race, color, religion, gender, sexual orientation, gender identity/expression, national origin/ancestry, age, mental/physical disability, medical condition, marital status, veteran status, or any other characteristic protected by law.
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