Head of Business Development (Services)

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 diversi