OEM Partnerships Director

Workplace Modular Systems•Londonderry, NH

11d•$80,000 - $160,000•Remote

About The Position

The OEM Partnerships Director owns and grows WMS relationships with scientific instrument OEMs across North America. This person secures new OEM partnerships and deepens existing ones, converting instrument-maker relationships into specified, repeatable bench and workstation revenue. The role is the commercial owner of the OEM and Direct-to-Lab channel: formalizing referral structures, winning approved-vendor and co-sell positions, and making WMS the specified workstation partner when an instrument ships. The immediate priority is building out the Beckman Coulter relationship and the broader Danaher portfolio, both under-penetrated today and the single largest near-term growth opportunity for this role. We are looking for a sharp, seasoned, well-networked operator who has excelled in this arena and who brings relationships that produce revenue in the first year.

Requirements

Seven or more years in OEM partnerships, strategic alliances, channel management, or capital-equipment sales within the scientific instrument, analytical, clinical, or life-science space.
A demonstrated track record of securing and growing OEM or strategic partner relationships that produced measurable, attributable revenue.
An established, active network among scientific instrument OEMs and laboratory decision-makers in North America.
Consultative selling skill and technical fluency, able to speak credibly to instrument benches, vibration and ESD control, ergonomics, and mass spectrometry and analytical workstation requirements.
Disciplined CRM and pipeline practice, ideally in Salesforce, and comfort selling through a CPQ or configurator.
Willingness to travel across North America to OEM sites, laboratories, and industry events.

Nice To Haves

Experience in industrial workstations, laboratory furniture or casework, or instrument bench manufacturing. Experience in our industry is a plus.
Existing relationships inside the Danaher portfolio, Beckman Coulter, or Siemens.
Working knowledge of the mass spectrometry and LC-MS ecosystem.
Based in or near Londonderry, New Hampshire, or willing to work from the WMS office.

Responsibilities

Lead the build-out of the Beckman Coulter relationship and the broader Danaher life sciences and diagnostics portfolio, including Beckman Coulter, SCIEX, Leica, Molecular Devices, and Cytiva. These relationships are under-penetrated and are the primary growth focus of this role.
Own and expand the Siemens relationship and other established OEM relationships into more instruments, more sites, and more programs.
Formalize the current informal OEM referral path into a structured, tracked referral program, with co-branded materials and source attribution through Salesforce and Lead Forensics.
Prospect and secure new OEM partnerships beyond the current portfolio, including Cellanome and other analytical, clinical, and life-science instrument makers.
Win approved-vendor, co-sell, and bundling positions so WMS benches are recommended alongside the instrument during the OEM design and go-to-market process.
Drive instrument-specific bench programs for platforms such as Beckman Coulter DxC and AU, SCIEX LC-MS systems, and Siemens Atellica.
Partner with marketing on the Direct-to-Lab strategy: instrument-specific landing pages, configurator paths, and OEM-relationship credentialing.
Build multi-year account plans and deliver against a revenue-invoiced target, maintaining pipeline discipline and source attribution in Salesforce.
Work with engineering, design, and the Combeenation CPQ configurator to convert OEM specifications into quotable, repeatable configurations.
Negotiate partnership agreements, referral structures, and co-marketing commitments.
Represent WMS at scientific instrument and laboratory events such as ASMS, Pittcon, and SLAS, and in front of OEM product and channel leadership.