At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at https://www.jnj.com

Job Function:

Strategy & Corporate Development

Job Sub Function:

Strategic Partnerships & Alliances

Job Category:

Professional

All Job Posting Locations:

Santa Clara, California, United States of America

Job Description:

ABOUT MEDTECH DIGITAL:

J&J MedTech is passionate about crafting the future of digital surgery by developing software products and solutions for hospitals, clinicians, and patients. These products will deliver a comprehensive digital surgery experience for J&J Med Tech customers and their patients from pre-operative care through post-operative support. J&J MedTech’s Digital (MTD) group is building an open connected ecosystem, Polyphonic™, to help deliver the future of healthcare. With one of the most diverse & highly proliferated MedTech portfolios in the industry, we have a unique opportunity to deploy digital technology at scale. But the vision cannot be recognized alone.

The MTD vision is to build a future where medical intervention is more planned, less invasive, and more personalized. Our organization is passionate about crafting the future of Digital Surgery by developing digital, software-based solutions for hospitals, clinicians, and patients. These solutions, when integrated with J&J MedTech robotics and broad portfolio of medical devices, are intended to deliver a comprehensive Digital Surgery experience for clinical customers and the patients they serve.

We are searching for the best talent for a Partnership & Alliance Manager, to be located in Santa Clara, CA

JOB DESCRIPTION:

The Partnership and Alliance Manager will play a crucial role in identifying, developing, and nurturing strategic partnerships and alliances to drive the growth and success of the organization. This individual will work closely with internal teams and external stakeholders to manage partner relationships, negotiate agreements, and ensure that partnerships deliver mutual value and align with company objectives. The role requires a blend of strategic thinking, strong communication, and relationship-building skills to facilitate long-term, successful collaborations.

JOB RESPONSIBILITIES:

Partnership Development & Strategy

• Identify and evaluate potential partners in key industries, including technology (healthcare + others), business services, and other sectors that align with the organization’s growth strategy.
• Develop a partnership strategy by researching industry trends, understanding competitive landscapes, and analyzing potential partners' strengths and weaknesses.
• Define partner criteria that supports business goals, ensuring that partnerships contribute to growth, market expansion, and other strategic imperatives.
• Lead discussions with prospective partners alongside internal stakeholders to create mutually beneficial collaboration that align with company priorities.
• Develop, track, and report on partnership KPIs and key success metrics to ensure the partnership is delivering on its promises and goals.

Relationship Management

• Cultivate and maintain strong relationships with key partners, acting as the primary point of contact for all partnership-related issues.
• Manage partner expectations by providing regular updates and ensuring transparency throughout the partnership lifecycle.
• Act as a liaison between internal teams (sales, marketing, product, technical, legal, finance, etc.) and external partners to ensure seamless collaboration and successful outcomes.
• Troubleshoot and resolve conflicts in partnership dynamics and act as a problem solver to address any emerging issues.

Alliance Activation & Execution

• Work with cross-functional teams to define and execute joint go-to-market strategies and initiatives with partners, including co-branded campaigns, joint sales efforts, and product collaborations.
• Collaborate with marketing teams to create co-marketing materials, joint press releases, and other promotional content to build partner visibility and drive engagement.
• Support partner enablement by providing training, onboarding, and resources that ensure partners have the tools they need to sell, implement, or promote the organization’s solutions.
• Monitor and optimize performance of strategic alliances, ensuring that both parties are delivering on their commitments and maximizing ROI.

Partnership Funnel Management

• Manage the full lifecycle of partnership opportunities, from prospecting and lead generation to nurturing and conversion, ensuring that each stage of the partnership funnel is optimized for maximum conversion rates.
• Implement and maintain a structured partnership funnel that tracks all active partnerships, including lead sources, stage progression, and expected outcomes.
• Analyze funnel performance regularly to identify bottlenecks, assess conversion rates, and improve efficiency at each stage of the partnership pipeline.
• Develop strategies to accelerate the movement of partners through the funnel, focusing on key touchpoints where deals are likely to stall or require additional support.
• Track and monitor partner engagement levels, including the frequency and quality of communications, joint activities, and milestone achievement, to ensure active participation and commitment.
• Align partnership activities with sales and business development pipelines, ensuring a seamless transition from partnership development to partner activation and revenue generation.

Contract Management and Negotiations

• Lead the negotiation and drafting of partnership and alliance agreements, ensuring terms align with company goals while maintaining flexibility for growth.
• Work closely with legal teams to ensure contracts are clear, compliant, and equitable for both parties.
• Maintain a strong understanding of the legal and regulatory requirements relevant to partnerships and ensure that all deals comply with industry standards and company policies.

Performance Monitoring and Reporting

• Develop and maintain partnership performance dashboards that track revenue, lead generation, marketing impact, and overall ROI of partnerships.
• Regularly report on partnership activities, including outcomes, opportunities for expansion, and areas for improvement.
• Conduct post-partner evaluations to assess whether goals and targets are being met and recommend adjustments to the strategy as needed.
• Leverage analytics tools and systems to monitor partnership performance in real time, providing actionable insights to improve both existing and future partnerships.

Market and Industry Insights

• Stay up to date with industry trends, competitive landscape, and potential disruptors to ensure the organization is leveraging the right partnerships.
• Gather intelligence from partners to drive innovation, improve products, and develop new services that create competitive advantages.

EDUCATION / EXPERIENCE

Required Skills & Experience:

• Bachelor’s degree in Business, Marketing, or a related field.
• 5+ years of experience in partnership management, business development, or a related field with a proven track record of success in building and managing strategic partnerships
• Experience in partnership and alliance management with financial and/or operational targets
• Strong negotiation skills with the ability to influence and create win-win situations for both the organization and its partners.
• Experience working with cross-functional teams including sales, product, marketing, and legal to drive partnership success.
• Excellent communication and interpersonal skills, with the ability to engage, build rapport, and manage relationships at all levels, both internally and externally.
• Ability to lead, inspire, partner and positively influence collaboration, drive results and achieve desired outcomes in a fast-paced, complex environment.
• Strong analytical skills and ability to interpret data to make informed decisions and optimize partnership performance.
• Experience with CRM tools (Salesforce, etc.), partnership management tools, and business intelligence platforms.
• Self-starter with the ability to manage multiple partnerships and prioritize tasks in a fast-paced, dynamic environment.

Preferred Skills & Experience:

• Advanced degree (MBA or similar) preferred
• Experience in the tech industry, SaaS, or enterprise software partnerships is highly preferred.
• 2 -3 years of management consulting experience.
• Established network of industry contacts and potential partners in the relevant verticals.
• Experience in global or international partnerships and managing multi-region relationships.
• Advanced certifications or training in partnership management or business development.

Other Requirements:

• The location for this position is Santa Clara, CA and may require up to 30% travel, domestic and international.

California Bay Area - The anticipated base pay range for this position is $114,000 - $197,800.

The Company maintains highly competitive, performance-based compensation programs. Under current guidelines, this position is eligible for an annual performance bonus in accordance with the terms of the applicable plan. The annual performance bonus is a cash bonus intended to provide an incentive to achieve annual targeted results by rewarding for individual and the corporation’s performance over a calendar/performance year. Bonuses are awarded at the Company’s discretion on an individual basis.

Employees and/or eligible dependents may be eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance.

Employees may be eligible to participate in the Company’s consolidated retirement plan (pension) and savings plan (401(k)).

This position is eligible to participate in the Company’s long-term incentive program.

Employees are eligible for the following time off benefits:

• Vacation – up to 120 hours per calendar year
• Sick time - up to 40 hours per calendar year
• Holiday pay, including Floating Holidays – up to 13 days per calendar year
• Work, Personal and Family Time - up to 40 hours per calendar year

For additional general information on Company benefits, please go to: - https://www.careers.jnj.com/employee-benefits

This job posting is anticipated to close on 9/11/25. The Company may however extend this time-period, in which case the posting will remain available on https://www.careers.jnj.com to accept additional applications.

Johnson & Johnson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or other characteristics protected by federal, state or local law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

Johnson and Johnson is committed to providing an interview process that is inclusive of our applicants’ needs. If you are an individual with a disability and would like to request an accommodation, please email the Employee Health Support Center (ra-employeehealthsup@its.jnj.com) or contact AskGS to be directed to your accommodation resource.

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Join us and advance life-changing treatments for people who need them most. At Johnson & Johnson, our focus is on improving global health equity and developing MedTech and pharmaceutical innovations that impact the future of health. Using AI and robotics to transform surgery or helping data scientists and clinicians formulate new ways to diagnose and treat disease, this work may sound like sci-fi, but it’s all science, all real, and could be your career. Whatever your background, skills, or career goals, there’s a place for you to help solve some of the world’s most pressing health challenges with us.

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