Channel Account Manager

Prism Digital; Greater London; Hybrid; GBP 72,000 - 88,000; Full time

Benefits offered by this job

Health plan

Pension contributions

Paid time off

Professional development and career成长

Job summary

Prism Digital is hiring a Channel & Partner Manager in London. You will own and grow the reseller and lab equipment partnerships across B2B SaaS solutions for life sciences, reporting to the BD/sales leadership.

The role combines strategic leadership with hands-on pipeline management and cross-functional collaboration. You will engage with lab device manufacturers, distributors, and advisory partners, driving co-marketing, joint events, and revenue growth, with a hybrid office arrangement and

Qualifications

• 5+ years in Life Sciences partner/channel management.
• Experience with reseller/distributor partnerships.
• Track record of achieving partner-sourced revenue targets.
• Experience with QBRs, targets, and performance tracking.
• C-suite relationships with large strategic partners.

Responsibilities

• Own and grow the reseller and device-manufacturer partnerships across global markets.
• Manage and optimise the partner pipeline, ensuring alignment with revenue targets.
• Collaborate with marketing and sales to run joint campaigns and co-marketing initiatives.
• Lead partner reviews, set targets, and track performance across key accounts and partners.
• Build and nurture relationships with lab equipment vendors and distributors to expand the channel.

Skills

Life Sciences

Channel/Partner management

Reseller partnerships

QBRs and targets

C-suite relationships

Job description

Channel & Partner Manager | Life Sciences, Resellers, B2B SaaS | Lab Software Trusted by Global Pharma

• Salary: £80,000 base + flat 2% uncapped commission on all partner sales (around £20k at target)
• Location: London, hybrid (1 to 2 days in the office, flexible depending on where you're based)

I'm working with a life sciences software business to hire a Channel & Partner Manager, and it's a great move for someone who has built partner programmes in B2B SaaS. They make lab informatics software covering electronic lab notebooks, LIMS, sample management and lab automation, used by hundreds of customers from small biotech to the biggest names in global pharma.

There are 200+ people across the UK, US and Europe. You'll bring their reseller channel and device manufacturer partnerships together into one function and run it with proper commercial rigour. You also inherit a partner pipeline that's already closing deals, so the commission starts working for you from day one.

What They're Looking For:

• Channel or partner management: 5+ years in Life Sciences
• Reseller and distributor management
• Technology and hardware partnerships
• QBRs, partner targets and performance tracking
• Partner-sourced revenue: a track record against a number
• C-suite relationships at large strategic partners

What You'll Work With:

• Resellers across India, China and Japan
• Lab device manufacturers: freezers, robotics, automated stores
• Advisory and implementation consultancies
• HubSpot and Salesforce
• Marketing on co-marketing, webinars and joint events
• Enterprise pharma and SMB sales teams

Nice to Haves:

• Life sciences or drug discovery software
• ELN (Electronic Lab Notebook) or LIMS (Laboratory Information Management System)
• Existing network with lab equipment vendors or distributors

Why Join / Projects?

The partner side of the business is already bringing in wins, and they want one person to own it and take it much further. You'll report into the Business Development Director and work closely with the SVP Sales and CEO on strategy, so the role has plenty of visibility. Your manager is US based and partners span APAC, so expect some early and late calls.

• You'll review the current resellers, keep the ones who can grow with the business and replace the ones who can't.
• You'll open up China through lab equipment and scientific sales organisations.
• You'll grow the device partnerships where the software comes pre-integrated with new lab hardware.
• You'll get consultancies recommending the software on implementation projects.
• Large pharma deals in APAC run from £100k to £200k, so 2% adds up quickly.
• As the channel grows, you'll have the chance to build a small team, one person on partnerships and one on resellers.

Employee Benefits:

• 2% uncapped commission on all partner sales
• Health plan
• Pension contributions
• Paid time off
• Professional development and career growth

Channel & Partner Manager | Life Sciences, Resellers, B2B SaaS | Lab Software Trusted by Global Pharma