OEM Partnerships Director
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AI Summary
WORKPLACE MODULAR SYSTEMS
OEM Partnerships Director
Scientific Instrument OEM Partnerships | North America | Built for what matters.
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Reports to |
President |
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Department |
Commercial / Sales |
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Territory |
North America |
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Location |
Remote (North America) or WMS headquarters in Londonderry, NH. In-office in Londonderry preferred. |
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Travel |
expected travel as needed across North America |
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Employment type |
Full-time, exempt |
About Workplace Modular Systems
Founded in Londonderry, New Hampshire in 1950, Workplace Modular Systems engineers and manufactures custom industrial workstations and instrument benches for the most demanding production, research, and analytical environments in America. WMS manufactures domestically on a US-based supply chain, quoting in days and delivering finished product in 4 to 6 weeks against the 14 to 18 weeks typical of offshore competitors.
In the analytical and scientific instrument market, WMS holds named OEM relationships with Waters Corporation, Siemens, and Beckman Coulter, and engineers instrument-specific bench configurations for laboratories across pharma, biotech, clinical, and academic research.
Position Summary
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.
Key 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.
Target Market
- Priority build: Beckman Coulter and the broader Danaher life sciences and diagnostics portfolio, such as SCIEX, Leica, Molecular Devices, and Cytiva.
- Expand: Siemens and other established OEM relationships.
- New: Cellanome and other emerging instrument platforms.
- The broader North American analytical, clinical, and life-science instrument ecosystem.
Required Qualifications
- 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.
Preferred Qualifications
- 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.
Priority Candidate Profile
Candidates who have represented IonBench in the United States are a priority. IonBench sells anti-vibration benches engineered for mass spectrometry and analytical instruments, which places its US representatives directly in the OEM relationships, laboratory buyers, and technical conversations this role is built to win. That background maps to WMS instrument-bench and Direct-to-Lab strategy with little ramp.
Compensation and Benefits
- Base salary: 80-160k based on experience.
- Monthly bonus on revenue invoiced: 2%.
- Car allowance: [FILL: monthly car allowance].
- Phone and internet allowance: monthly phone and internet allowance.
- Benefits: health, dental, vision, retirement, paid time off, and other WMS benefits.
Work Location and Travel
- Remote within North America, or in-office at WMS headquarters in Londonderry, New Hampshire. In-office in Londonderry is preferred.
- Travel: as needed across North America.
How to Apply
Submit a resume and a cover letter with a brief note describing your OEM network and one partnership you built from first contact to revenue.
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