Strategic Alliance Manager

Iba; Lombardia; On-site; EUR 96,000 - 145,000; Full time

Job summary

IBA is seeking a Strategic Alliance Manager to develop, govern, and expand its strategic ecosystem of partnerships in proton therapy. You will lead alliance strategy, governance, and commercial partnership development, coordinating with multiple internal teams and external partners to accelerate clinical evidence, market access, and patient impact.

The role requires 10+ years in healthcare technology or medical devices and a proven ability to manage senior stakeholders across a matrix

Qualifications

• Master's degree in Engineering, Life Sciences, Business, Healthcare Management, or a related field.
• MBA or equivalent business experience is considered an asset.

Responsibilities

• Develop and maintain a clear partnership strategy for each assigned alliance.
• Act as SPOC for partners and lead governance structures and Steering Committee meetings.
• Be accountable for joint go-to-market strategies, co-marketing, and market-awareness campaigns.
• Develop long-term strategic engagement plans with selected customer accounts.
• Build business cases for new alliances and lead exploratory discussions and due-diligence activities.

Skills

Strategic partnerships

Stakeholder management

Cross-functional collaboration

Market access

Education

Master's degree

MBA (asset)

Job description

Mission

The Strategic Alliance Manager is responsible for developing, governing, and expanding IBA Proton Therapy's strategic ecosystem of partnerships.

These alliances serve two complementary purposes:

• Technology & Commercial Alliances with leading vendors whose solutions interface with or complement the IBA Proton Therapy portfolio.
• Strategic Customer Alliances with selected proton therapy centers, hospitals, academic and/or research institutions, and healthcare networks to accelerate innovation, clinical evidence generation, and market adoption.

The Strategic Alliance Manager acts as the single point of contact (SPOC) for each assigned alliance and is accountable for co-defining, aligning, and executing partnership strategies that create mutual value for IBA, its partners, customers and ultimately patients.

Challenges we trust you with

1. Alliance strategy development

• Develop and maintain a clear partnership strategy for each assigned alliance.
• Align alliance objectives with IBA's overall commercial, product, clinical, and innovation strategies.
• Build internal consensus across Product Management, R&D, Sales, Marketing, Clinical Affairs, Customer Success, Legal, Finance, and Executive Management.
• Identify risks, opportunities, and strategic priorities associated with each partnership.

2. Alliance governance and executive engagement

• Serve as the primary IBA SPOC for assigned partners and build trusted relationships at operational, management, and executive levels.
• Establish and lead governance structures
• Organize and facilitate regular Steering Committee meetings.
• Define joint objectives, track action plans, and ensure decisions are implemented.
• Act as the escalation point to unblock operational, technical, commercial, or governance issues.

3. Commercial partnership development

• Be accountable for joint go-to-market strategies, co-marketing initiatives, and market-awareness campaigns with selected partners.
• Define win-win commercial frameworks that create measurable impact for IBA and its partners (lead sharing, opportunity collaboration, preferred-partner positioning, commercial incentive mechanisms etc)
• Support IBA sales teams in leveraging partnerships to increase customer value and accelerate business development.

4. Strategic customer alliances

• Develop long-term strategic engagement plans with selected existing or future customer accounts.
• Identify opportunities for clinical research, evidence generation, market access, technology co-development, education, and scientific collaboration.
• Coordinate internal and external stakeholders to structure and advance collaboration initiatives.
• Help position IBA as a long-term strategic partner beyond product delivery and service.

5. New alliance development

• Continuously scan the market for potential new technology, commercial, clinical, or academic partners.
• Build business cases for new alliances and recommend prioritization to leadership.
• Lead exploratory discussions, partnership assessments, and due-diligence activities.
• Support negotiation of partnership agreements, Memoranda of Understanding, Letters of Intent, commercial agreements, and collaboration frameworks

What we value

Education

• Master's degree in Engineering, Life Sciences, Business, Healthcare Management, or a related field.
• MBA or equivalent business experience is considered an asset.

Experience

• 10+ years of experience in healthcare technology or medical device industry.
• 5+ years of experience in business development, strategic partnerships, alliance management, product management, commercial strategy, healthcare technology, or the medical device industry.
• Demonstrated experience managing senior-level external relationships and multi-stakeholder collaborations.
• Experience working in a matrix organization and influencing cross-functional teams without direct authority.
• Experience negotiating or managing strategic collaborations, commercial frameworks, or partnership agreements.
• Experience in radiotherapy, proton therapy, oncology, medical devices, healthcare software, or hospital technology ecosystems is a strong asset.

Compensation package

The total guaranteed annual compensation range (which includes annual base salary, as well as flexible budget if applicable, and car budget in specific locations) for this position is provided below:

Total gross guaranteed annual compensation range:95500 - 145300 €

The salary range indicated above is provided in compliance with applicable pay transparency requirements and reflects the typical compensation scope for this position based on the role's level of responsibility, required expertise, and location. The actual offer will be determined on an individual basis, taking into account objective and gender-neutral factors including relevant professional experience, qualifications, specific competencies, and internal equity. The range does not constitute a guaranteed salary and is subject to adjustment based on the final assessment of the selected candidate's profile. The role might also qualify for additional compensation elements such as variable pay, profit sharing, and benefits which are not reflected in this range.