Senior OEM Partnerships Manager, Scientific Instruments & QC (REMOTE)

USP•Rockville, MD

13d•Remote

About The Position

The Senior OEM Partnerships Manager, Scientific Instruments & QC is a key individual contributor position in USP’s Digital and Innovation division. The incumbent is responsible for B2B sales of USP’s digital products and for establishing collaborations with vendor/distributors. This role will be 100% remote. The position reports to the Senior Business Development Manager, in the Digital and Innovation division. USP’s Digital and Innovation division is developing next-generation digital tools for the future of analytical chemistry, pharmaceutical manufacturing, supply chain management, and more. In this position, you will help organizations to realize that digital future by leading external engagements that increase the adoption and sustainability of the digital products. The applicant’s current portfolio includes USP method digitalization, NMR analysis, and digital standards related software products and services, but more may be added in the future. As part of our mission to advance scientific rigor and public health standards, you will play a vital role in increasing global access to high-quality medicines through public standards and related programs. USP prioritizes scientific integrity, regulatory excellence, and evidence-based decision-making to ensure health systems worldwide can rely on strong, tested, and globally relevant quality standards. Additionally, USP’s People and Culture division, in partnership with the Equity Office, invests in leadership and workforce development to equip all employees with the skills to create high-performing, inclusive teams. This includes training in equitable management practices and tools to promote engaged, collaborative, and results-driven work environments.

Requirements

Bachelor degree in Life Sciences (chemistry, chemical engineering, cheminformatics, etc) or a related field.
5 years of B2B SaaS or laboratory technology, or scientific instrument sales experience, preferably in pharma, life sciences, or lab informatics.
Demonstrated success in partner selling and go-to-market collaboration with instrument or analytical technology OEMs to drive end-user adoption.
Strong understanding of QC laboratory workflows and the digitalization of analytical methods or reference standards.
Experience engaging technical, commercial, and regulatory stakeholders to position joint solutions that deliver measurable value.
Excellent consultative selling, negotiation, and account development skills, with a track record of building long-term partnerships.
Familiarity with laboratory systems (Chromatography Data Systems, LIMS, ELNs) and analytical instruments (HPLC, NMR, FTIR, Raman, etc.).
Working knowledge of pharmaceutical quality and regulatory standards (e.g., USP–NF, 21 CFR Part 11, data integrity).
Exceptional communication, presentation, and OEM relationship management skills, including the ability to co-present joint digital solutions to end users.
Proficiency with CRM platforms (Salesforce, HubSpot) and partner pipeline reporting for joint business planning and forecast management.

Nice To Haves

Advanced scientific degree preferred.
MBA preferred.
Knowledge and experience with pharmaceutical process development, technology transfer, manufacturing, and QC.
Experience with OEM or channel partnerships in pharma, life sciences, or QC environments.
Experience with bio/pharma analytics products.
Experience leading multiple, complex, cross-functional projects; and doing so in a highly matrixed organization.
Experience with consultative sales and business development in bio/pharma.
Excellent relationship-building, partnering, facilitating, negotiating and influencing skills.

Responsibilities

OEM & Strategic Partner Development Identify, engage, and cultivate relationships with instrument and analytical technology OEM partners to jointly position digital USP reference standards within their product ecosystems.
Develop joint go-to-market strategies with OEMs and distributors to drive adoption among pharmaceutical manufacturers, CDMOs, CROs, and QC laboratories.
Serve as the primary liaison for partner enablement, including training, co-marketing, and pipeline development.
New Business Development Prospect and identify mutual opportunities with OEMs and end users to integrate USP’s digital products within existing instrument and informatics workflows.
Build and maintain a qualified pipeline of partner-led opportunities, ensuring consistent alignment with joint business objectives.
Sales Execution Lead consultative sales discussions with end users in collaboration with OEM partners, highlighting the value of digital USP reference standards in improving data integrity, compliance, and lab efficiency.
Deliver co-branded product demos and presentations that showcase the integration of USP digital solutions with OEM instruments or QC workflows.
Collaborate with USP Product, Science, and Legal teams to structure proof-of-concept engagements, negotiate agreements, and accelerate deal closure.
Account & Partner Management Develop long-term, trust-based relationships with OEM partners and key customer accounts, ensuring sustained collaboration and market growth.
Partner with Customer Success and Product teams to ensure seamless onboarding, integration, and customer satisfaction for OEM-linked deployments.
Market Feedback & Strategy Capture and communicate market insights from OEMs and end users to inform product roadmap and partnership strategy.
Stay current on scientific instrument trends, lab digitalization initiatives, and regulatory standards (e.g., 21 CFR Part 11, USP–NF) to position USP as a forward-thinking collaborator in the digital QC space.