Partnership Development Manager
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Job Description
Partnership Development Manager for a cloud-based LIMS platform, focused on expansion revenue growth within existing accounts and fostering customer relationships. Proactively identify opportunities, engage customers, and lead deal cycles.
Responsibilities:
- Own and exceed a monthly/quarterly expansion revenue quota across an assigned set of customer accounts.
- Proactively identify opportunities for additional modules, users/seats, integrations, professional services, and new site or department expansions.
- Drive outbound outreach to uncover expansion needs and build a healthy pipeline.
- Build strong, strategic relationships with key roles within customer organizations, including operations leads, lab directors, IT managers, and quality teams.
- Conduct detailed discovery to understand customer workflows, pain points, and growth areas.
- Deliver compelling value propositions, product demos, proposals, and pricing discussions.
- Lead expansion deal cycles from identification through negotiation and close.
- Collaborate closely with Customer Success Managers and Technical Account Managers to understand account health, adoption, and risks.
- Partner with Product and Solutions teams to tailor expansion offerings to customer requirements.
- Work with Implementation or Support teams to ensure smooth deployment of newly purchased services or modules.
- Maintain accurate CRM data, forecasts, activity tracking, and opportunity notes.
Requirements:
- 3+ years of SaaS sales, expansion, or hybrid customer success/sales experience in a quota-carrying role.
- Proven record of meeting or exceeding revenue targets.
- Strong hunter mentality within existing accounts—comfortable driving outreach, navigating organizations, and owning the deal cycle.
- Excellent communication, negotiation, and presentation skills.
- High degree of organization and disciplined use of CRM tools.
- Ability to understand technical workflows and communicate complex value propositions.
- Experience selling into laboratories, life sciences, diagnostics, environmental testing, or regulated industries.
- Familiarity with LIMS, ELN, workflow automation software, or similar systems.
- Background collaborating with cross-functional teams in a fast-paced SaaS environment.
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