Global Partner Lead

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