Senior Director, Alliance Management

Gaithersburg, MD, United States
Jul 26, 2021
Required Education
Bachelors Degree
Position Type
Full time
About MaxCyte:

MaxCyte is a leading commercial cell-engineering company focused on providing enabling platform technologies to advance innovative cell-based research as well as next-generation cell therapeutic discovery, development, and commercialization. MaxCyte's existing customer base ranges from large biopharmaceutical companies - including all of the top 10, and 20 of the top 25, pharmaceutical companies based on 2020 global revenue - to hundreds of biotechnology companies and academic centers focused on translational research. MaxCyte has granted 13 strategic platform licenses to commercial cell therapy developers. Including these strategic platform licenses, MaxCyte has granted pre-clinical and clinical licenses to academic and industry customers covering an estimated 140 programs, of which an estimated 100 are for clinical use. MaxCyte was founded in 1998 and is headquartered in Gaithersburg, Maryland, US.


The Senior Director, Alliance Management will support priority and complex alliances with multiple MaxCyte partners and collaborators. Responsibilities include leading the strategic discussions and decision-making processes to effectively manage external partnerships. The role also requires anticipating and addressing contract and business issues with our alliance partners. Senior Director, Alliance Management will coordinate cross functional activities with Legal, Sales, Marketing, and Finance.

Core Functions:

• Manages the ongoing business relationship with various alliance partners, including our cell therapy clinical and commercial priority partnerships.
• Plans and manages the operational aspects of the alliance, including joint governance committee, ensuring alliance effectiveness, appropriate communications, coordination of activities, handling partner concerns, solving business problems, and negotiating with the partner on ongoing agreements.
• Provides a single point-of-contact for partners and a pathway for business/contractual issue resolution or other business-related matters.
• Provides a single point of contact for our industry partners and a pathway for technical, regulatory, quality questions, information, and/or issue resolution.
• May attend joint team meetings and/or on-site collaborator visits to stay abreast of joint team progress and tracking to contractual obligations.
• Proactively tracks, monitors, and communicates contract achievements, obligations, financial payments, including forecasts to project team leaders and management.
• Works with project team leaders to ensure that both MaxCyte and its alliance partners are on track to meet contractual obligations and landmarks.
• Proactively monitors the economic value of each assigned partnership.
• Reviews and approves material financial payments and routes payment requests through Finance.
• Works with Legal and other internal partners, as well as alliance partners, to review and execute contract renewals and amendments.

Job Responsibilities:

• Works with project teams and alliance partners to evaluate and resolve any business/contractual issues and coordinates MaxCyte response for technical, regulatory, quality questions and/or issues in an equitable and timely manner, helping to ensure the overall value and success of each project and that the spirit of each partnership agreement is kept intact.
• Performs quarterly business reviews and alliance health checks and negotiates through alliance related issues.
• Helps drive the AM strategy for MaxCyte and assists in the development of alliance management capabilities across the organization
• Understands MaxCyte's strategies, objectives and goals related to partnerships and associated capabilities
• Stays abreast of internal and external developments, trends and dynamics. Regularly evaluates current and future opportunities within current alliances/collaborators. Identifies new, enhanced or revised capabilities as appropriate.
• Benchmarks with industry and formulates continuous improvement plans to maximize partnership value.
• Assists in the development of internal tools, systems, processes, and standard methodologies for the smooth operation of the alliance management function.
• Routinely assess partnership health, performance risks, and potential value proposition according to MaxCyte business strategy; provide visibility and recommendations to Senior Management and follow-up with action plans.
• Provides on-boarding and training to new Alliance Managers.
• Enters all key contract information into departmental systems and databases for proactive and efficient tracking of MaxCyte and partner obligations
• Strives to proactively anticipate and address business-related needs of the parties to optimize joint project team success.
• Contributes to developing business relationships with existing and potential alliance partners:
• Works closely with BD, Sales and R&D to establish effective governance structures, strategies and processes to maximize the potential value and operational success of pending partnerships.
• Proactively conveys standard methodologies and other findings about potential partners - their strengths and capabilities - as well as appropriate partnership terms and agreement structures.
• Develops strong working relationships with key involved parties for each project, internally and externally.

Job Qualifications:

• Bachelor's Degree (business, legal, finance or life sciences discipline is a plus); MBA, other graduate-level degree or CA-AM certification is a plus
• 8-10+ years' relevant pharmaceutical/biotech industry experience with at least 3 or more years' work experience in legal, finance, contract development & administration, business development, licensing, strategic planning; research, development, commercial, or manufacturing; multi-disciplinary experience is a plus.
• Must demonstrate knowledge of the drug development process (cell and gene therapy is a plus) relevant to pharmaceutical/biotech organizations.
• Demonstrable abilities to translate complex contract terms and conditions into strategic and operational elements for both internal and external parties.
• Ability to manage, coordinate responses, and/or resolve issues, risks, and potential conflicts both internally and externally in a timely manner through great listening skills and the capability to ask the right questions.
• Proven track record of meeting or exceeding professional/work-related objectives, goals and targets.
• Strong interpersonal skills. Capacity to work effectively cross-functionally and to influence people without direct authority.
• Ability to travel up to 20% of the time, including internationally if required when travel restrictions are lifted.

Core Competencies

• Analytical Thinking: Identifies current or future problems or opportunities, analyzes, synthesizes, and compares information to understand issues, identifies cause/effect relationships and explores alternative solutions to support sound decision making.
• Facilitation: Uses and adjusts style and technique to assist group process and understanding.
• Communication: Demonstrates effective verbal, written, and listening communication skills.
• Teamwork: Works together in situations when actions are interdependent, and a team is mutually responsible to produce a result.
• Relationship Management: Seeks out, builds, fosters, and maintains productive relationships, networks, or alliances to meet goals and achieve results.
• Conflict Management: Brings conflicts into the open and resolves them collaboratively.
• Change Management / Resilience (Advanced): Remains energized and focused in the face of ambiguity, change or strenuous demands.
• Risk Taking (Advanced): Identifies, assesses, manages, and takes intelligent risks to attain objectives.

MaxCyte, Inc. is an equal opportunity employer.