全球合作伙伴负责人
Global Partner Lead
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。从发现分子到患者，或从实验室作物到田间种植，涉及数千个缓慢、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到几年内。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，这种改变才会发生。
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 来支持他们最重要的工作，从学术实验室到赛诺菲、Moderna，以及世界上前 50 强生物制药公司的一半以上。
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。作为我们面试流程的一部分，您需要完成一个简短的 AI 相关练习或讨论，以便我们了解您如何思考并利用 AI 在您的角色中推动影响。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
全球合作伙伴负责人（GPL）负责指定的全球系统集成商（GSI）合作伙伴组合的全球战略和成功。这是一个战略性且亲力亲为的角色，适合一位能够从高管层面设定方向，同时又足够贴近日常关系以推动实际销售管道和收入成果的合作伙伴负责人。
每位 GPL 被分配一组指定的 GSI 合作伙伴，并对这些合作伙伴的建立、入职和增长负全责，目标由 GTM 合作伙伴主管共同制定。GPL 还会与区域合作伙伴负责人（RPL）密切合作，确保全球战略转化为有效的区域执行。
职责
指定 GSI 合作伙伴管理（约 80% 的时间）
- 作为指定 GSI 合作伙伴组合的全球执行负责人，对每个合作伙伴的建立、入职和成功负全责
- 为每个指定合作伙伴制定全球合作伙伴级战略、联合商业计划、目标和期望，并定期跟踪目标进展
- 对指定合作伙伴进行细分和优先级排序，在...
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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 Global Partner Lead (GPL) owns the global strategy and success of a named portfolio of Global Systems Integrator (GSI) partnerships. This is a strategic and hands-on role for a partnerships leader who can set direction at the executive level while staying close enough to the day-to-day relationship to drive real pipeline and revenue outcomes.
Each GPL is assigned a set of named GSI partners and is fully responsible and accountable for establishing, onboarding, and scaling those partnerships against goals set in collaboration with the Head of GTM Partnerships. GPLs also work closely with their Regional Partner Lead (RPL) counterparts to ensure the global strategy translates into effective regional execution.
RESPONSIBILITIES
Named GSI Partner Ownership (~80% of time)
- Serve as the global executive owner for a named portfolio of GSI partners — fully responsible and accountable for establishing, onboarding, and ensuring the success of each partnership
- Set global partner-level strategy, joint business plans, goals, and expectations for each named partner, and track progress against those goals on a regular cadence
- Segment and prioritize named partners within the portfolio, establishing an investment framework that reflects each partner's stage, strategic value, and growth potential
- Allocate GTM, technical, and executive resources across the named partner portfolio based on where they will have the highest impact
- Build and maintain executive-level relationships with partner-side leadership across sales, delivery, and alliances functions, engaging customer-side executives as needed
- Adjust strategy and plans as needed based on partner performance and market feedback
- Partner with Regional Partner Lead(s) to translate global strategy into regional plans, ensuring alignment and consistent execution across regions
- Drive co-selling, joint go-to-market, enablement, and pipeline-generation programs with named partners
- Establish a strong operating cadence with named partners — business reviews, governance models, pipeline tracking, executive updates, and escalation management
- Enable partner organizations through training, readiness programs, certifications, and solution alignment to build and strengthen the company's practice within each named GSI
- Support development of repeatable joint solution offerings, implementation motions, and industry-specific use cases with partner delivery teams
- Represent the company in executive and customer-facing engagements alongside partner stakeholders, including partner briefings, QBRs, joint customer pursuits, and relevant industry events
Ecosystem Expansion (~20% of time)
- Assess and – where appropriate and as directed by the Head of GTM Partnerships – establish new partnerships with other strategic GTM partner types (e.g., hyperscalers, data/lake platforms, foundation model/AI labs, lab instrument providers)
- Feed market and competitive intelligence back into overall partner strategy
Cross-Functional Leadership
- Partner closely with internal teams — including Sales, Professional Services, Customer Success, Legal, Finance, Product, Engineering, and Marketing, and more as needed — to ensure partner strategy supports company-wide GTM goals
- Build repeatable frameworks, playbooks, and enablement materials that regional teams can leverage
QUALIFICATIONS
- 10+ years of experience in partnerships, alliances, channel, or business development, including meaningful experience managing large, complex GSIs or similarly matrixed global partners
- Experience in life sciences, biotech, or pharma required
- Demonstrated ability to build and execute partner strategy at a global/enterprise scale
- Track record of driving measurable partner-sourced or partner-influenced pipeline and revenue
- Experience structuring and negotiating partnership agreements (e.g., joint business plans, MSAs)
- Executive presence, with the ability to build trust and influence senior stakeholders — including CEOs, CIOs, CTOs, CSOs, Managing Partners, and other senior business leaders — internally, at partner organizations, and with customers as needed
- Track record of influencing cross-functional and partner-side stakeholders without direct authority
- Strong understanding of how large consulting and transformation organizations operate globally — practice structures, incentive models, and delivery organizations
- Technical and product fluency, with the ability to engage credibly with technical, delivery, and architecture stakeholders without needing to be hands-on technical
- Strong program-management and cross-functional collaboration skills
- Comfort operating in ambiguity and building process where none exists yet
- Bachelor's degree or equivalent experience; MBA a plus
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.