EMEA企业解决方案咨询研发主管
Head of EMEA Enterprise Solution Consulting R&D
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，或从实验室到田间，涉及数千个缓慢、手动、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 名生物制药公司中的超过一半。
我们正在为客户打造一位 AI 科学家。如果我们自己没有建立这种能力，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。欢迎参考您目前使用的任何工具、平台或工作流程。
职位概述
EMEA 企业解决方案咨询 - 研发主管负责 Benchling 企业解决方案咨询研发（SC-RD）组织在 EMEA 的技术、解决方案和竞争策略。该职位直接管理一组解决方案顾问 - 研发（企业）成员作为个人贡献者。该职位通过与客户需求对齐、展示价值和获得技术胜利，设定并执行所有三个细分市场的参与质量标准，从而推动收入增长，同时在下面培养管理人才。
理想的候选人具有预销售领域的个人贡献者经验，负责技术销售，并对生物科技行业的研发解决方案有深入了解。他们必须证明自己在向大型全球客户销售方面有成功记录，并且最近担任过领导职务。
职责
设定和监督参与质量标准（全公司范围，跨细分市场）：
- 设定技术销售流程标准 —— 管道生成（PG）、3 Why 的开发、拥护者建设、MEDDICC 和价值验证计划与执行，并确保其在战略、中小企业和企业市场中一致应用
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 Head of EMEA Enterprise Solution Consulting - R&D owns the technical, solution, and competitive strategy across Benchling's Enterprise Solution Consulting R&D (SC-RD) organization in EMEA. This role directly manages a team of Solution Consultants - R&D (Enterprise) as individual contributors. The role drives revenue by setting and enforcing engagement quality standards across all three segments — through alignment with customer needs, demonstrating value, and securing technical wins — while building the management bench beneath it.
The ideal candidate has experience as an individual contributor in presales, owning the technical sale, and possesses deep knowledge of R&D solutions in the biotech industry. They must demonstrate a proven track record of success selling to large global accounts and most recently have been in a leadership role.
RESPONSIBILITIES
Setting and Overseeing Engagement Quality Standards (org-wide, cross-segment):
- Setting the technical sales process standard — pipeline generation (PG), 3 Why's development, champion building, MEDDICC, and Proof of Value planning and execution — and ensuring it is applied consistently across Strategic, SMB, and Enterprise engagements.
- Ensuring high-quality SC engagements across Enterprise that meet customer needs, generate value, and secure the technical win — auditing quality directly for Enterprise ICs.
- Applying deal strategy and close plan expertise to guide Proof of Value plans and solutioning — directly with Enterprise ICs
- Monitoring key deal activity across the full org and reallocating resources to ensure successful customer engagements.
- Directly managing Enterprise SC-RD individual contributors: developing sales acumen, presentation and demo effectiveness, product knowledge, and champion-building relationships.
Recruiting, Retention, and Org Design:
- Recruiting and retaining a high-performance team
- Running a rigorous hiring process, career discussions, individual development plans, and goal-setting for direct ICs.
- Owning cultural engagement across the Enterprise SC-RD org
Enterprise Relationship Management:
- Building champions in Enterprise accounts and maintaining relationships with Executive Buyers (EBs) and key stakeholders, particularly on the largest or most complex Enterprise deals.
QUALIFICATIONS
- A history of leading high velocity sales cycles with innovative scientific research and development models, large growth potential, and complex underlying needs.
- 2+ years of experience managing presales software (SaaS) solution consulting teams
- Proven track record working with life science companies and comfort with biotech R&D processes and scientific concepts.
- Ability to confidently interface and build trust with VP and C-Level scientific & research leaders in fast-growing Biotech organizations.
- Deep knowledge of scientific software solutions and a strong understanding of its applications within a scientific environment.
- Familiarity with MEDDIC sales methodology is a plus but not required.
- Undergraduate degree and/or advanced degrees in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, or a similar life science field
- Willingness to travel to customer sites 25-30%.
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).
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.