Head of Field Alliances

2 weeks ago

London, United Kingdom Benchling Full time

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 Benchling's 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 organization globally.

We are therefore seeking an experienced Head of Field Alliances, EMEA who will focus on accelerating our growth in key customer segments in EMEA, working with all partner types in our ecosystems, including our Services and Third Party technology partners. This leader will be responsible for bringing to bear the resources of our Partners and Benchling Field organizations with the objective of closing partner-influenced deals.

**YOUR IMPACT**:

- Identify which partners from the broader Benchling Ecosystem are most meaningful to help drive EMEA business forward and work with BD teams to recruit and enable those partners
- Align partner resources and Benchling field resources to drive joint commercial pursuits
- Engage Partners at the senior level and help to select and pursue opportunities with maximum potential
- Build joint demand generation initiatives with partner ecosystem and Benchling GTM resources to create partner influenced pipeline
- Coordinate partner and Benchling field resources through all phases of the sales process, from opportunity identification through to deal closure all the way through to customer success
- Meet or exceed assigned quota for partner-influenced business, both quarterly and annually
- Lead or assist on special projects as needed
- Manage the day to day field relationships with all partners in EMEA

**ABOUT YOU**:
**Must Haves**:

- Knowledge of and experience in enterprise SaaS sales/consulting
- 7-10 years successful hands-on experience building and executing GTM initiatives with SIs in EMEA to drive partner influenced business
- Experience building and inspiring a team of field alliance professionals in EMEA
- Proven ability to work with and nurture relationships with customers and partners at a management level
- Ability to listen actively and think logically, strategically, and tactically to resolve complex problems
- Excellent verbal and written communication skills
- Self-motivated, demonstrating an ability to assume responsibility and work autonomously in a professional manner

**Nice to Have**:

- Bachelor's within life sciences field, chemistry, computer science, or related, further education is a plus
- Preferred is 5+ years experience working with life science informatics organizations

LI-AD1 #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.

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