Director, Global Commercial Partner Development

Thermo Fisher Scientific
More than 9 years
01 Dec 2022

Title: Director, Global Commercial Partner Development

Location: US - Remote or Certain Global Site Locations (remote)

When you’re part of the team at Thermo Fisher Scientific, you’ll do meaningful work, that makes a positive impact on a global scale! Join 100,000 colleagues who bring our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. You’ll find the resources here to achieve your career goals and help take science a step beyond by developing solutions for some of the world’s toughest challenge. This includes protecting the environment, making sure our food is safe, and helping find cures for cancer.

Position summary:

The Director, Global Commercial Partner Development is responsible for developing the commercial strategy for the external partners including sales agents, service partners and development partners in our Digital Science and Services team. The role requires leadership, sophisticated account management experience, and strong internal and external interpersonal skills.

Key Responsibilities:

  • Development key relationships (Agents, Sales, Service, Solution development), professional services companies, cloud service partners for sell-with opportunities.
  • Drive assigned commercial booking and revenue targets applying key partners.
  • Develop and deliver partner commercial strategy including key breakthroughs and accountability activities.
  • Contract development working closely with legal and compliance.
  • Design key performance metrics, dashboards and QBRs to ensure contract delivery.
  • Development and utilization of tools to aid in partner performance. This includes screening tools for new partners, QBRs, performance checklists and sales playbooks.
  • Collaborate with product management to identify technology partners for commercial integration opportunities.
  • Partner with product management, marketing and training to ensure the partners skills and capabilities are of the highest level.
  • Work with the Digital Service Organization to identify regional or opportunities for efficiency improvement.
  • Develop a partner web portal in collaboration with the Commercial Excellence Organization and promote partner utilization and engagement.
  • Ownership of the partner strategy working with the Regional Sales Directors for implementation. Accountable for our success and failure of the partners.
  • Leads the core partner development, management and relationship. Must be a highly strategic problem solver, a leader that anticipates market forces and can assess a sophisticated set of scenarios.
  • Internally coordinates and aligns sales activities to the strategy for all of our partner divisions. Must apply data and expertise so that appropriate courses of action by our business and our internal partners are taken to benefit the account.
  • Exercises independent judgment in methods, techniques and evaluation criteria. Crafts formal networks involving coordination among groups. Tried excellence in coordinating inputs, assembling sophisticated information into insights, and harmonizing disparate activities
  • Plan, communicate and align geographically dispersed and functionally teams with multifaceted strengths to implement tasks with efficiency and to high standards. Guide at mobilizing resources, simplifying the customer experience, and aligning solutions to satisfy sophisticated customer needs.


  • Bachelor’s Degree in business or technology related field required; MBA a plus
  • 10+ years of experience in related industry and function
  • 3+ years of successful global experience in management of partner programs
  • Excellent oral and written communication skills including making impactful presentations and using groundbreaking delivery techniques
  • Ability to work in regulated environments
  • Broad experience and expertise selling and promoting through formal/informal networks within multiple segments of the market
  • Consistent record of high sales achievement, strong financial savvy, sound negotiating experience, shown success working with or selling to the highest level decisions makers in a scientific setting
  • Solid understanding of pricing for value, positioning solutions for customers, and efficient use of resources supporting the selling effort.
  • Tried business partner influencing stronger business outcomes
  • Strong customer engagement attitude and commercial experience
  • Strong leadership skills and proven track record to adapt leadership style to different situations and people
  • Experience working in environments with strong cross functional collaboration
  • Play an active role in leading the teams, providing challenge and support in equal measure
  • Must have an outstanding attention to detail and strong process difficulty with continuous improvement attitude.
  • Travel estimate 30-40%


We offer competitive remuneration, annual incentive plan bonus scheme, healthcare, company pension, and a range of employee benefits!

Thermo Fisher Scientific offers employment with an innovative, forward-thinking organization, and outstanding career and development prospects. We offer an exciting company culture that stands for integrity, intensity, involvement, and innovation.

EEO/Reasonable Accommodation:

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other legally protected status.

We will ensure that individuals with disabilities are provided a reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.

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