Head of Field Alliances

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. 

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 value faster from their investments, but also to help augment Benchling`s momentum through combined GTM motions with our partners. We also work with a variety of third party organizations who help round out our R&D cloud solutions via Benchling built or partner built applications on top of our cloud platform. 

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.

The ideal candidate will have direct experience in building successful partner initiatives with successful SaaS companies in Europe. You are a mentor, ready to drive joint business with our partners on day 1 but also have the ability to build and inspire a team of Field Alliances professionals as we scale.

• 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

• 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

• 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

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