Head of Enterprise Professional Services

Benchling is seeking an experienced customer-facing Professional Services (PS) Leader to lead and grow our Enterprise Professional Services team, which is responsible for our largest customer implementations. These engagements are generally multi-phased, 6-12+ month, cross-departmental programs that require deploying Benchling into complex enterprise IT environments, interfacing with other vendor solutions and legacy applications, and collaborating with the Benchling partner ecosystem. This is a highly visible leadership role, requiring you to partner with internal and external teams to exceed expected outcomes for our highest value customers.

The Head of Enterprise PS has the ultimate responsibility for the success of our largest and most important customer implementations. You must be a hands-on leader who can think strategically, and help your engagement managers and project staff navigate large scale enterprise implementations.

To be successful in this role, you must be comfortable with Life Sciences R&D processes and scientific concepts, and be able to develop deep relationships with Scientific and IT leaders at large Pharma and Biotech organizations. You must have experience with Enterprise SaaS software implementation and be able to lead and drive cross-functional teams to deliver transformational solutions. You must be able to translate customer objectives into detailed services proposals and Statements of Work, and have experience managing project financials, negotiations, and building and leading a team.

The ideal candidate to lead, build, and scale our Enterprise PS team will be a dynamic cultural leader who has demonstrated the ability to lead and grow teams of high performing, ambitious, and qualified team members through stressful and consequential work in a hyper growth environment.

• Lead, support, and develop an exceptional team of Engagement Managers (EMs) who own implementation programs for our largest and most strategic customers.
• Oversee the activities of the EM team through ongoing involvement with their implementations, ensuring project teams deliver on time, within budgets, and with high quality outcomes.
• Further develop the Enterprise PS team beyond the Engagement Manager role, adding critical post-sales functions for a successful and scalable operation.
• Ensure we follow best practice implementation processes, and identify opportunities to improve our enterprise rollout methodology and tools.
• Develop relationships in our customers’ organizations including with executive sponsors, key business and IT stakeholders, and project leads.
• Establish program governance structures that enable EMs to build internal and external alignment on project statuses, execute against project milestones, and deliver customer value.
• Act as the escalation point for Enterprise customer issues, work cross-functionally to develop solutions to problems, drive internal and external alignment, and be accountable for project success.
• Work with EMs and Sales to develop new business opportunities identified during project execution, create proposals, and represent Professional Services in pre-sales activities.
• Create estimates for Professional Service projects from extensions with existing customers, to proposals for new deals, lead the the development of Change Orders and Statements of Work (SOWs).
• Actively manage financials including project team utilization, budget vs actual hours and project margins.

• You will shape the long-term strategy and vision for the Enterprise services business
• You will inspire your team to accelerate our growth within the world’s largest biopharma companies by delivering flawless Enterprise-caliber implementations and client experiences
• You will be a respected mentor, coach, and champion of your team as you help them grow their professional skill sets
• You will run a profitable services business that doesn’t sacrifice quality or customer success in doing so
• You will be a respected cross-functional parter to our Sales, Solutions, and Product teams, known for fairly advocating for both the customer and for Benchling
• You will be a consummate team player, always thinking about what’s best for the company and team, and always willing to help those around you accomplish their goals

Must haves:

• Strong comfort with Biotech R&D processes and scientific concepts. Must be able to confidently interface and build trust with VP and C-Level Scientific & Research IT leaders in top-20 Biotech and Pharma companies.
• 10+ years client facing implementation and/or consulting experience, with demonstrated success managing enterprise scale projects
• 5+ years experience in a PS leadership role, managing 10+ people, with proven ability to recruit, hire, and lead a high-functioning Professional Services team
• Deep expertise in program management for multi-workstream enterprise software deployments including functional team management, scope & budget control, program governance, executive reporting, and project financials
• Experience leading services sales activities, including proposal generation, SOW creation, selling PS, Change Orders, and client negotiations
• Independent, adaptable, and can thrive in a fast-paced startup environment
• Excellent communication skills in verbal, written and presentation formats

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.

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