Thermo Fisher Scientific Sr. Manager, Global Commercial Partner Development -Digital Science in New York, New York
Thermo Fisher Scientific Inc. is the world leader in serving science, with revenues of $24 billion and more than 70,000 employees globally. Our mission is to enable our customers to make the world healthier, cleaner and safer. We help our customers accelerate life sciences research, solve complex analytical challenges, improve patient diagnostics and increase laboratory productivity. Through our premier brands - Thermo Scientific, Applied Biosystems, Invitrogen, Fisher Scientific and Unity Lab Services - we offer an unmatched combination of innovative technologies, purchasing convenience and comprehensive services.
Division and Location: The Digital Science Group provides Enterprise Laboratory Management Software to our Customers, globally.
Prefer candidates who live on the East Coast of the United States.
How will you make an Impact:
The Sr. Manager, Global Commercial Partner Development is responsible for developing the commercial strategy for the external partners including sales agents, service partners and development partners. The role requires leadership, complex account management experience, and strong internal and external communication skills.
Understanding of Software connectivity, mobility, and hosted technologies as they apply to customer
What will you do:
Development key relationships with partners (Agents, Sales, Service, Solution development), professional services companies, cloud service partners for sell-with opportunities.
Drive assigned commercial booking and revenue targets utilizing key partners.
Develop and deliver partner commercial strategy including key milestones and accountability activities.
Contract development working closely with legal and compliance.
Design key performance metrics, dashboards and QBRs to ensure contract delivery.
Development and utilization of tools to aid in partner performance. This include screening tools for new partners, QBRs, performance checklists and sales playbooks.
Collaborate with product management to identify technology partners for commercial integration opportunities.
Partner with product management, marketing and training to ensure the partners skills and capabilities are of the highest level.
Work with the DSBU Service Organization to identify regional or opportunities for productivity improvement.
Develop a partner web portal in collaboration with the Commercial Excellence Organization and promote partner utilization and engagement.
Ownership of the partner strategy working with the Regional Sales Directors for implementation. Accountable for our success and failure of the partners.
Owns the core partner development, management and relationship. Must be a highly strategic thinker, a leader that anticipates market forces and can assess a complex set of scenarios.
Internally coordinates and aligns sales activities to the strategy for all of our partner divisions. Must apply data and expertise so that appropriate courses of action by our business and our internal partners are taken to benefit the account.
Exercises independent judgment in methods, techniques and evaluation criteria. Creates formal networks involving coordination among groups. Proven excellence in coordinating inputs, assembling complex information into insights, and harmonizing disparate activities
Plan, communicate and align geographically dispersed and functionally diverse teams to execute tasks with efficiency and to high standards. Expert at mobilizing resources, simplifying the customer experience, and aligning solutions to satisfy complex customer needs.
How will you get here:
10 years of Industry experience and knowledge
3-5 years of successful global experience in management or partner programs in the Software or IT industry
Excellent oral and written communication skills including making impactful presentations and leveraging cutting edge delivery techniques
Ability to work in regulated environments
Broad experience and expertise selling and promoting through formal/informal networks within multiple segments of the market
Proven track record of high sales achievement, strong financial acumen, sound negotiating experience, proven success working with or selling to the highest level decisions makers in a scientific setting
Strong knowledge of pricing for value, positioning solutions for customers, and efficient use of resources supporting the selling effort.
Proven business partner influencing stronger business outcomes
Strong customer engagement mindset and commercial experience
Strong leadership skills and proven ability to adapt leadership style to different situations and people
Experience working in environments with strong cross functional collaboration
Play an active role in leading the teams, providing challenge and support in equal measure
Must have an outstanding attention to detail and strong process rigor with continuous improvement mindset.
Bachelor's Degree in business or technology related field required; MBA a plus
Travel estimate 30-40%
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, creed, religion, color, national or ethnic origin, citizenship, sex, sexual orientation, gender identity and expression, genetic information, veteran status, age or disability status.
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