Head of Business Development
Posted on 1/4/2023

501-1,000 employees

Cloud platform for life science R&D
Company Overview
Benchling's mission is to accelerate life science for the benefit of humanity. The company is building a modern R&D software for biotechnology research.
Remote in USA
Experience Level
Desired Skills
  • You have extensive demonstrated experience in a combination of direct and indirect sales for large-scale ($500M+) technology businesses
  • You have built and run a Partner Ecosystem team. Must have demonstrable experience managing and scaling relationships within key SI, Tech and App partners
  • Demonstrated success of initiating, launching and scaling partner programs
  • Ability to listen, establish relationships, gain consensus, rapidly establish credibility with and gain confidence of multiple areas across the internal and partner stakeholders
  • You have a consistent track record in scaling and equipping the business in a strategic manner, presenting big picture opportunities and making data-driven decisions
  • You have experience with organizational building and leading a diversity of ecosystem team roles
  • You take a proactive, collaborative approach, building trust consistently and quickly
  • You have an enthusiastic “roll up your sleeves” mentality
  • You work well under pressure, with a high degree of adaptability and flexibility in a fast paced, rapidly changing environment
  • Build and define a Partner Ecosystem Strategy that aligns Partner, Build and Sales GTM motions
  • Have a clear perspective on scalable partnership models across System Integrators (Global and Regional), Technology, App ecosystem and other forms of partners relevant to Benchling and our joint customers
  • Establish a framework that aligns key internal team members (e.g. Sales, Product, Marketing, Customer Success, Professional Services) on prioritization and sequencing of partner engagements
  • Work with the team to recruit and secure key strategic partners while setting defined short-term and long-term ecosystem strategies, with an immediate focus on our Systems Integrator and Management Consulting ecosystems
  • Build new partnership arrangements which includes evaluating contract terms, working with team members in structuring corporate relationships along with Benchling's Exec team to ensure roadmap and business/technology alignment
  • Build and execute on detailed operational plans with partners and hold internal and partner teams accountable for mutually defined goals (e.g., pipeline targets and revenue attainment related to partnerships; co-innovation metrics; sourced and influenced revenues)
  • Conduct reporting and analysis of the partner ecosystem to identify weaknesses and opportunities, delivering practical, analytical solutions to ecosystem development; lead forecasting and budgeting associated with the partnership programs
  • Create and maintain relationships among business partners to develop strategies to increase revenue for their companies while building the joint brands through marketing and events
  • Recruit and develop a team of outstanding Partnership Managers who directly impact the growth of Benchling's core business by driving and leading System Integrator relationships
  • Lead, train and equip the partnerships team on new tactics, trends and strategic initiatives
  • Evaluate partner program trends and provides analysis and recommendations to leadership
  • Monitors competitor activity and proactively implements strategies to maintain account ownership
  • Be a spokesperson for and provide transparency and ongoing communication into ecosystem roadmaps, priorities, milestones, launches, etc
Desired Qualifications
  • BS or M.Sc. in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering or similar life science field preferred, or equivalent professional experience working with Life Sciences R&D processes and/or healthcare technology