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).
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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.
