Senior Director, Sales – Large Pharma US Clinical & Patient Technology

Senior Director, Sales – Large Pharma US, Clinical & Patient Technology

IQVIA™ is The Human Data Science Company™, focused on using data, technology, and advanced analytics to help life sciences organizations drive better outcomes for patients. IQVIA Clinical & Patient Technology plays a critical role in this mission by enabling faster, higher-quality, and more patient-centric clinical development through technology-enabled solutions.

The Clinical & Patient Technology portfolio supports sponsors across the end-to-end clinical trial lifecycle, from study design and start-up through execution, close-out, and real-world impact. Solutions are CRO-, device-, and EDC-agnostic, interoperable within sponsor ecosystems, and designed to improve patient engagement, data quality, operational efficiency, and speed to insight.

The Senior Director, Sales – Large Pharma US, Clinical & Patient Technology is responsible for owning and driving total sales performance across the top US-based global pharmaceutical companies, with headquarters primarily located in the United States.

This role has full accountability for revenue growth, strategic account development, and leadership of a team of Account Executives focused on the Large Pharma segment. The Senior Director will define and execute the go-to-market strategy, lead complex enterprise deals, and engage senior and C-suite stakeholders to position IQVIA as a strategic clinical technology partner.

Key Responsibilities

Sales Leadership & Revenue Ownership

• Own total sales performance and revenue growth for the US Large Pharma segment within Clinical & Patient Technology.
• Lead, coach, and manage a team of Account Executives, ensuring consistent execution against revenue, pipeline, and growth objectives.
• Establish clear performance expectations, territory/account strategies, and development plans for the sales team.
• Drive accountability for forecast accuracy, pipeline health, and deal execution discipline.

Strategic Account & Enterprise Sales Execution

• Personally lead large, complex, multi-year and multi-solution enterprise deals that are critical to achieving financial and strategic goals.
• Develop and execute comprehensive account strategies for top-tier global pharmaceutical customers headquartered in the US.
• Build and sustain executive-level relationships, including C-suite and senior decision-makers across clinical, digital, data, procurement, and innovation organizations.
• Position IQVIA's Clinical & Patient Technology portfolio as a strategic enabler of clinical execution, patient engagement, and operational transformation.

Cross-Functional & Enterprise Collaboration

• Collaborate closely with marketing, operations, delivery, product, and solution strategy teams to align customer needs with IQVIA capabilities.
• Partner with broader IQVIA commercial and account teams to ensure a coordinated enterprise approach across large global customers.
• Provide market and customer insights to inform portfolio evolution, commercial strategy, and investment priorities.

Market & Customer Expertise

• Maintain deep understanding of pharmaceutical R&D challenges, evolving regulatory complexity, and the role of technology in improving clinical trial execution.
• Anticipate customer needs and shape opportunities across eCOA, patient engagement, decentralized trial components, data and analytics, and integrated clinical technology solutions.
• Represent IQVIA as a trusted thought partner with senior sponsor organizations.

Required Qualifications

Experience & Domain Expertise

• Minimum 5 years of experience in a senior sales leadership role within Clinical Technology, Clinical Operations technology, or closely related Life Sciences technology domains.
• Demonstrated domain knowledge of clinical trials, patient engagement technologies, and sponsor-driven technology adoption models.
• Proven track record of successfully selling complex technology portfolios into large global pharmaceutical companies.
• Prior experience selling a similar Clinical & Patient Technology portfolio into the same or comparable Large Pharma US accounts.
• Established senior-level and executive relationships within major pharmaceutical organizations.
• Experience managing or contributing to global or multi-country strategic accounts.

Sales Leadership & Management Skills

• Demonstrated ability to lead, motivate, and scale high-performing sales teams.
• Strong experience with enterprise sales cycles, complex negotiations, and multi-stakeholder decision processes.
• Excellent forecasting, pipeline management, and revenue ownership discipline.
• Outstanding negotiation skills with the ability to close high-value, strategic deals.

Executive Presence & Business Acumen

• Strong executive presence with the ability to engage confidently at C-suite and senior leadership levels.
• Exceptional business acumen and strategic thinking, with a customer- and market-oriented mindset.
• Excellent communication skills, both written and verbal.
• Ability to operate effectively in a complex, global, matrixed organization.