The Territory Account Manager role is responsible for driving growth by leveraging channel partners to expand market presence across the Life Science Group portfolio. This role works closely with the channel partners sales representatives in the field, executing joint sales strategies, influencing end-user demand, and ensuring strong alignment between internal teams and external channels. The Territory Account Manger acts as a field based partner to the channel, enabling success through training, joint customer engagement, and strategic account development. This position focuses on pull-through selling, building pipeline and expanding share of wallet by effectively utilizing and promoting our full portfolio with channel sales teams and direct customers.

This role supports the Rockies territory, with a preference for candidates located in Denver, CO; Salt Lake City is also acceptable.

The Territory Account Manager acts as a field based partner to the channel, enabling success through training, joint customer engagement, and strategic account development. This position focuses on pull-through selling, buidling pipleline and expanding share of wallet by effectively utilizing and promoting our full portfolio with channel sales teams and direct customers.

Responsibilities

• Meet and exceed all sales plans/ targets Develop, manage, and grow strategic relationships with authorized channel partners supporting the Life Sciences Channel portfolio.
• Drive bookings growth by executing partner-led sales strategies aligned to target customers and market segments.
• Enable channel partners through training, joint business planning, sales enablement tools, and product education to ensure effective market execution.
• Collaborate closely with channel sales teams to coordinate go-to-market initiatives, pipeline development, and account coverage.
• Support and execute tabletop events at key channel partners customer sites to drive product awareness and generate qualified leads.
• Maintain and manage demo units and sample inventory, ensuring timely availability for customer visits, trials and channel partner support.
• Identify new channel opportunities and recruit, onboard, and ramp qualified partners to expand market coverage and customer reach.
• Prospect and develop new customer relationships through cold calling, email outreach, networking, and client referrals.
• Expand business within the assigned territory by identifying opportunities, understanding customer needs, and presenting tailored solutions.
• Conduct in-person and virtual meetings, product demonstrations, and consultations.
• Train end-users on equipment functionality and ensure customer satisfaction post-installation.
• Maintain an up-to-date pipeline using CRM software to track opportunities, customer data, and sales activity.
• Up to 30% travel required

Experience & Qualifications

• Bachelor's degree in Business, Life Sciences, Marketing, or a related field; or equivalent combination of education and relevant experience.
• 2-5+ years of sales experience in Life Sciences, including pharmaceutical, biotechnology, medical device, diagnostics, or laboratory solutions (level adjustable based on role seniority).
• 2+ years of channel, partner, or indirect sales experience, with demonstrated success managing distributor, reseller, or strategic partner relationships preferred.
• Proven track record of meeting or exceeding revenue targets through partner-led or hybrid (direct + channel) sales models.
• Experience supporting complex, consultative sales cycles, including multi-stakeholder decision-making and longer buying timelines.
• Working knowledge of Life Sciences regulatory and compliance environments (e.g., FDA, GxP, quality systems, data integrity expectations).
• Demonstrated ability to build and execute joint business plans, pipeline development strategies, and partner enablement programs.
• Experience collaborating cross-functionally with marketing, product management, operations, and direct sales teams.
• Proficiency with CRM systems (e.g., Salesforce or equivalent), pipeline forecasting, and performance reporting.
• This role requires the ability to lift and transport equipment weighing up to approximately 40 pounds for customer demonstrations and installations.

Base salary: $80,000-$100,000 base. OTE: $120,000-$150,000, inclusive of base salary and variable commission. Commission earnings are performance-based and governed by the company's commission plan.

HSE

All employees have the responsibility to work in a safe manner and report any health, safety or environmental concern to their manager or supervisor in a timely manner.

Employee responsibilities for Health, Safety and Environment include:

• Work in compliance with divisional health, safety and environmental procedures
• Refrain from removing or altering safety devices or guarding unless hazardous energies are controlled through lockout-tagout methods
• Report any unsafe conditions or unsafe acts
• Report defect in any equipment or protective device
• Ensure that the required protective equipment is used for the assigned tasks
• Attend all required health, safety and environmental training
• Report any accidents/incidents to supervisor
• Assist in investigating accidents/incidents
• Refrain from engaging in any prank, contest, feat of strength, unnecessary running or rough and boisterous conduct