商业专业服务负责人
Portfolio Leader, Commercial Professional Services
我们正在为人工智能时代重建生物科技。
当突破被延迟时，世界将等待。将一种分子从发现到患者，或一种作物从实验室到田间，需要数千个缓慢、手动且不连贯的步骤。人工智能有潜力改变这一现状，将数十年的研发工作压缩成几年。但只有当干净、结构化的科学数据和人工智能被融入科学研究的方式中，这种变化才会发生。
Benchling 是生物技术研究与开发的人工智能平台。科学家使用 Benchling 来设计实验、捕获结构化数据，并在他们的工作流程中直接运行 AI 代理和模型。全球超过 20 万名科学家信任 Benchling 来推动他们最重要的工作，从学术实验室到 Sanofi、Moderna，以及世界上前 50 强生物制药公司中的超过一半。
我们正在为客户打造一个 AI 科学家。如果我们自己没有建立相应的实力，就无法做到这一点。AI 熟练度是我们构建的基础；它是我们工作方式的核心，我们致力于帮助每一位新员工将其融入日常工作中。作为面试流程的一部分，您将完成一个简短的 AI 相关练习或讨论，以便我们了解您如何思考并利用 AI 在您的角色中产生影响。您可以自由参考您目前使用的任何工具、平台或工作流程。
职位概述
商业专业服务组合负责人（EMEA）负责 Benchling 在 EMEA 地区的服务组合的商业表现，重点关注战略客户和中小型企业（SMB）细分市场。该职位涵盖定制的战略实施、标准化和打包的服务，以及实施合作伙伴生态系统。
这是一个高级个人贡献者职位。该职位不直接管理实施团队。它负责商业策略、交付框架、合作伙伴计划和使 EMEA 商业服务正常运转的容量模型。
该职位对 EMEA 的服务预订负责，对所有由谁执行的项目交付健康状况负责，并对确保定制、打包和合作伙伴交付协同工作的框架负责。
职责
- 商业服务表现
- 商业责任：负责 EMEA 地区定制、打包和合作伙伴交付的工作的服务预订。准确预测并达成目标。
- 战略交付：推动 EMEA 地区针对战略客户和 SMB 客户的定制实施的交付质量，确保项目按时、按预算并实现承诺的客户成果。
查看英文原文
We are rebuilding biotech for the AI era.
When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. But that only happens when clean, structured scientific data and AI are built into how science gets done.
Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.
We’re building an AI scientist for our customers. We can’t do that if we haven’t built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day. As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today.
ROLE OVERVIEW
The Portfolio Leader of Commercial Professional Services (EMEA) owns the commercial performance of Benchling's services portfolio across EMEA, with a focus on the Strategic and SMB segments. This role spans bespoke strategic implementations, standardized and packaged services, and the Implementation Partner ecosystem.
This is a senior individual contributor role. The role does not manage the implementation teams directly. It owns the commercial motion, the delivery frameworks, the partner program, and the capacity model that make EMEA commercial services run.
The role is accountable for EMEA services bookings, for the delivery health of engagements regardless of who staffs them, and for the frameworks that keep bespoke, packaged, and partner delivery working together.
RESPONSIBILITIES
- Commercial Services Performance
- Commercial ownership: Own EMEA services bookings across bespoke, packaged, and partner-delivered work. Forecast accurately and manage to target.
- Strategic delivery: Drive delivery quality on custom-scoped EMEA implementations for Strategic and SMB accounts, ensuring engagements land on time, on budget, and against committed customer outcomes.
- Customer outcomes: Drive time-to-value and adoption on delivered engagements, measured by customer results.
- Commercial Motion, Scoping, and Services Attach
- Scoping-to-delivery pipeline: Own the EMEA motion that moves an opportunity from qualification through scoping, SOW, and handoff to delivery. Keep it repeatable and low-friction.
- SOW and pricing governance: Set the standards for scoping quality, pricing, and margin. Review and approve custom SOWs against commercial and delivery-risk thresholds.
- Services attach: Partner with EMEA Sales to maximize the rate at which software deals attach the right services, scoped correctly the first time.
- Delivery model selection: Decide the optimal mix of bespoke, packaged, internal, and partner delivery for each engagement to balance margin, speed, and quality.
- Packaged and Scaled Services Program
- Program ownership: Own the EMEA packaged and standardized services portfolio (small projects, maintenance, advisory, and add-ons) end to end.
- Packaged delivery oversight: Provide oversight for packaged-service customers, keeping projects within timelines and managing support issues proactively.
- Repeatability: Keep offerings standardized, profitable, and relevant to the EMEA market from SMB through Strategic accounts.
- Partner Governance and Capacity Expansion
- Partner lifecycle: Own the governance, oversight, and operational relationship with EMEA implementation partners.
- Enablement and certification: Define and run onboarding and certification for Partner Implementation Managers, using packaged and scaled work as the initial training ground for the Benchling Implementation Methodology.
- Joint delivery model: Define and champion the ways of working between internal and partner consultants.
- Capacity strategy: Deploy certified partner resources alongside Benchling consultants to scale capacity without sacrificing quality.
- Process, Methodology, and Accountability
- Methodology stewardship: Ensure adherence to the Benchling Implementation Methodology across bespoke delivery, the packaged services program, and all certified partners in EMEA.
- Framework: Build the frameworks, playbooks, and governance that scale quality and consistency.
- Metrics and reporting: Establish and monitor KPIs for utilization, realization, margin, partner performance, enablement efficacy, and project velocity, and report on them to EMEA CX leadership.
QUALIFICATIONS
- Experience: 7+ years in Professional Services, Consulting, or Delivery, with deep expertise owning complex commercial engagements end to end. Experience owning a services portfolio, program, or commercial outcome as a senior individual contributor or player-coach.
- Commercial fluency: Proven ownership of bookings, revenue, and margin outcomes, including scoping, pricing, forecasting, and estimate-at-completion discipline.
- Influence and persuasion: Track record of driving results and enforcing standards across teams the role does not manage.
- Scale focus: Experience with high-volume standardized services (packaged services, advisory, or smaller project delivery) alongside custom enterprise engagements.
- Partner management: Demonstrable experience enabling and governing third-party consulting or system integration partners on technical implementations.
- EMEA context: Experience delivering across EMEA markets, time zones, and languages. Multilingual capability is a plus.
- Technical acumen: Familiarity with the software development lifecycle, implementation methodologies (e.g., agile), and cloud/SaaS environments.
HOW WE WORK
We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
#LI-Hybrid
#BI-Hybrid
Benchling welcomes everyone.
We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.
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.