Head of Business Development

Biotechnology is rewriting life as we know it, from the medicines we take, to the crops we grow, the materials we wear, and the household goods that we rely on every day. But moving at the new speed of science requires better technology.

Benchling's mission is to unlock the power of biotechnology. The world's most innovative biotech companies use Benchling's R&D Cloud to power the development of breakthrough products and accelerate time to milestone and market.

Come help us bring modern software to modern science.

ROLE OVERVIEW

One of the key ingredients to the success of the Benchling R&D cloud has been our ability to guide and help our customers quickly and fully realize the value of their investments into the Benchling platform. To date, the majority of services used by customers have been delivered by Benchling's world class professional services organizations globally.

As we scale and continue to build the world's first purpose built R&D Cloud, we will dramatically increase our leveraging of the services delivery capabilities of our partner ecosystem, not only helping our customers continue to get to value faster from their investments, but also to help augment Benchlings momentum though combined GTM motions with our partners.

We are therefore seeking an experienced Head of Business Development who will immediately focus on identifying, recruiting and building a partner program for our System Integrator and Management Consulting ecosystems.

The ideal candidate will have built partner ecosystems programmatically with high-growth SaaS organizations, covering a variety of partner types, especially Services and Technology partner types.

YOUR IMPACT

• 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

ABOUT YOU

Must haves:

• 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

Nice to haves:

• 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.

#LI-SF1 #LI-Remote

Benchling welcomes everyone.

We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences. Even if you don't meet 100% of the qualifications for this job, we strongly encourage you to apply.

We are an equal opportunity employer. That means we don't discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.

Our leadership principles guide how all Benchlings can lead by example:

• Admit mistakes and shortcomings
• Deliver results
• Disagree and commit
• Obsess over customers
• Rely on work ethic
• Show empathy
• Recruit and develop the best
• Sweat the details
• Think and communicate clearly
• Unite around the mission

For applicants for U.S.-based roles only: All new hires in the United States are required to be fully vaccinated against COVID-19 and to provide proof of vaccination prior to their first day of employment. If you are unable to be vaccinated for medical or religious reasons, we will explore potential reasonable accommodations; however, Benchling may not be able to grant such accommodations in all cases if doing so would cause undue hardship.

If you are a Colorado resident: Please contact us by emailing salary-inquiries@benchling.com to receive compensation and benefits information for this role. Please include the job title in the subject line of the email.