Staff Channel Partner Manager

Your next role as a Miracle Maker 

TriLink BioTechnologies is seeking a #MiracleMaker to join our commercial team as a Staff Channel Partner Manager. In this newly created role, you will be responsible for managing all aspects of TriLink’s business relationships with its channel partners, including, but not limited to, global distributors and CDMO organizations.

We are seeking an enthusiastic individual with expertise in owning and managing contractual obligations of channel partners, ensuring that they remain compliant with their agreements. Your keen eye for opportunity will lead you to finding, assessing, and activating new channel partners in markets of focus for TriLink as part of its broader Go to Market strategy. Your role will be instrumental in connecting CDMOs with our groundbreaking CleanCap® technology and fostering and managing these critical relationships. We want to hear from you if you are a dynamic, proactive leader eager to make a tangible impact!

How you will make an impact:

• Partner with Commercial Leadership to lead the Channel Partner Management function in developing, deploying, and achieving departmental strategy goals, objectives, and key performance metrics.
• You will own the business and contractual relationships with TriLink’s global distributor network and other related channel partners, ensuring that partners are compliant to their agreements and that TriLink has limited risk exposure.
• Collaborate with Marketing, Product Management, and Commercial / Business Leadership to identify the best channels to implement in different regions (direct vs. indirect) as part of TriLink’s Go to Market strategy, build business cases with optionality to make informed decisions, and own the execution of channel implementation, to grow TriLink’s international revenues and market share.
• Work directly with Channel Partners to grow TriLink’s market penetration internationally, and increase overall use of TriLink’s patented mRNA manufacturing reagent – CleanCap® – in end-customer’s clinical pipelines through the activation of aligned CDMOs.
• Build and own the creation of a framework for enablement of CDMOs with TriLink’s proprietary CleanCap® technology to ensure that TriLink is partnering with CDMOs that will advance the overall brand.
• Hold routine business reviews with channel partners to set, establish, and measure KPIs, discuss the overall business strategy, manage escalations, manage relationship health, and ensure that TriLink’s objectives are being met.
• Act as the single point of contact for all business relationship and contractual inquiries from channel partners, and collaborate with internal teams to deliver on partner needs to ensure end-customers are supported.
• Assess new distributors in regions of focus for TriLink and creates sound strategic plans and scorecard / matrix assessments to identify, assess, and audit potential new distributors or channel partners in-region.
• Directly negotiate new distributor, CDMO-enablement license, and other channel partner agreements as part of the partner onboarding process.
• Partner with the Commercial Leadership team to set annual targets and KPIs for channel partners, and work directly with partners to ensure they are being met throughout the year.
• Partner closely with the Channel Marketing Manager to ensure that Channel Partners are supported from a business, strategy, contractual, and marketing perspective.
• Performs other functions and duties as required.

The skills and experience you will bring:

• BA/BS degree with focus in business, science, marketing, or related field.
• Minimum of 8 years of experience in marketing, alliance management, partner management, product management, business development, or B2B sales, with a focus on the life sciences / biotechnology sector.
• Thorough understanding of contractual agreements and experience negotiating complex contracts.
• Ability to build and develop new functions and roles within dynamic organizations.
• Excellent communicator with the ability to motivate channel partners and effectively engage with customers.
• This role may require travel 25%+ of the time depending on employee location and business requirements.
• Strong project management skills, including the ability to manage multiple projects simultaneously and deliver on time and within budget.
• Experience with the following would be an asset in this role:
  • Knowledge of CDMOs and the contract manufacturing market strongly preferred.
  • mRNA or the scientific reagents market.
  • Working with IP-protected products.
  • Experience collaborating across multiple time zones

The anticipated salary range for this position in California is $120,000 - $130,000.  In addition, highly competitive long-term incentives in the form of company equity, bonus participation and company sponsored benefits are provided as part of the total compensation package.  The salary offer will depend on multiple factors which may include the successful candidate's skills, experience and other qualifications, as well as the location of the role.