Strategic Alliances Director - West

Description

Join the Teknova Team and Help Shape the Future of Health

When you join the Teknova team, you’re helping to create the future of health. Our customers are working to discover novel therapies that will help people everywhere live longer, healthier lives. We make sure they have a reliable supply of the essential ingredients they need to succeed, and every member of our team plays an important role. 

JOB OVERVIEW

Reporting to the VP Sales, the Director, Strategic Alliances – West Coast will lead efforts to increase market share and generate revenue for our products and services portfolio focused on industries including but not limited to large pharma, cell and gene therapy bioprocessing, life science tools and diagnostics and OEM opportunities. This person will be responsible for developing and executing strategic partnership initiatives to drive revenue growth and maximize long-term business opportunities for our organization. The primary objective will be to identify, negotiate, and manage strategic alliances with external organizations that align with our business objectives and enhance our competitive position in the market. The successful candidate will play a pivotal role in account mapping Teknova’s strategic customers, fostering strong relationships with key partners, driving collaborative efforts, and achieving mutually beneficial outcomes. The successful candidate will drive the identification, pursuit and acquisition of strategic business opportunities across their named account portfolio. In addition, as senior members of the commercial team, they will provide expertise and support for opportunities that are owned by the Business Development and Account Executive team in order to shorten sales cycles and increase business success. Other Strategic Alliance relationships may include commercial and R&D partnerships, alliances, licensing and acquisition activities that support the business strategy. This role will involve internal liaising with cross-functional groups including Marketing, Commercial Operations, Engineering (MSAT), Operations, Quality and Business Development teams. They will have a solid technical background combined with strong business acumen and would be equally at ease conversing with scientist, procurement director, distribution partner or executive leadership. This role is field-based with the expectation that it includes customer-facing travel when necessary and travel into the home office in Hollister, CA to ensure strong working relationships and alignment with colleagues. 

Our Culture:

At Teknova, our culture is all about creative problem solving, and our default answer is “Yes.” We’re customer-obsessed and go all in for them and each other. We aren’t interested in the status quo—we want to discover what’s possible. We’re bold and built to change. We go above and beyond to develop novel products that help our customers get reliable results, engineer formats that fit their systems, and find ways to ship out their orders one day sooner. Every time we help our customers work more efficiently; we bring them a step closer to that big breakthrough.

Our Values:

We value the unique personality and background of everyone on our team—we want you to be you. By working together and sharing our skills, we find new and better solutions for our customers. The people on our team are at the heart of everything we do, and we’re here to support them.

Requirements

JOB DUTIES AND RESPONSIBILITIES

• Strategic Partnership Development: Prioritize and progress potential strategic partnership opportunities based on their alignment with the organization's goals and objectives. 
• Negotiation and Contracting: Support negotiations with potential partners, working in conjunction with the broader commercial team. When appropriate, lead external-facing customer communication and strategy with a defined list of accounts and opportunities. 
• Relationship Management: Build and maintain relationships with key partners, stakeholders, and industry influencers, fostering a collaborative environment for effective cooperation. 
• Alliance Execution and Oversight: Develop and execute comprehensive alliance plans, including joint marketing, sales, and operational strategies, to achieve agreed-upon objectives and deliver tangible results. 
• Cross-functional Collaboration: Collaborate with internal teams, including sales, marketing, operations, quality, engineering (MSAT), legal, and finance, to align objectives, coordinate efforts, and drive successful alliance implementation. 
• Industry Analysis: Stay abreast of market trends in large pharma, cell & gene therapy and life science tools and Dx, competitor activities, and industry developments to identify emerging partnership opportunities and maintain a competitive edge. 
• Increase brand awareness in the named accounts and territory the candidate will represent. 
• Manages relationships with channel partners and distributors. Drives growth in these segments. 
• Work with the Marketing Team to generate influential sales and marketing campaigns targeted at specific market segments to increase Marketing Qualified Leads (MQL’s) and Sales Qualified Leads (SQL’s). 
• Provides clear, concise project updates to all levels in the organization through effective use of CRM/SFDC. 
• Represent the voice of the customer internally, ensuring the entire organization understands and always adapts to customer needs.
• Key Relationships: 

o Business Development Team 

o Account Executive Team 

o Commercial Operations Team 

o Marketing

• Key Cross-Functional Relationships 

o Engineering (MSAT) Team 

o Operations Team 

o Quality Team

o Legal / Finance

EDUCATION

• Degree in life sciences or relevant scientific field;  Advanced Business Degree (MBA) strongly preferred. 

KNOWLEDGE/SKILLS/EXPERIENCE

• 10 years relevant industry experience in the Cell and Gene therapy field. Includes a minimum of 5 years of commercial experience (Business Development, Marketing, Sales) is mandatory. 
• Ability to think strategically, develop comprehensive plans and strategies, and execute them effectively. 
• 2 years experience in structuring deals and negotiating agreements. 
• Proven ability to develop and deliver commercial and technical presentations to an international audience of industry experts. 
• Highly motivated and ability to take a proactive approach on the job. 
• Good communication and relationship building skills; ability to work effectively in a nimble and fast-paced organization. 
• A solid understanding of business and financial fundamentals. 
• Excellent interpersonal, presentation, time management, organizational, and written and oral communication skills. 
• Willingness to challenge the status quo and provide creative solutions to identified challenges. 
• Demonstrated strong team player. 
• Customer and solution oriented. 
• Strategic thinker. 

Salary : $175,000