Senior OEM Partnerships Manager, Scientific Instruments & QC; REMOTE

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

Posted 1 week ago

Who is USP? The U.S. Pharmacopeial Convention (USP) is an independent scientific organization that collaborates with the world’s leading health and science experts to develop rigorous quality standards for medicines, dietary supplements, and food ingredients. USP believes that scientific excellence is driven by a commitment to fairness, integrity, and global collaboration, which is embodied in our core value of Passion for Quality.

Remote Eligibility Remote employees must reside in one of the following states: MD, VA, DC, PA, WV, CA, MI, IL, KS, FL, NC, or MN.

The Senior OEM Partnerships Manager in USP’s Digital and Innovation division is a key individual contributor responsible for B2B sales of USP’s digital products and for establishing collaborations with vendor/distributors. The role is 100% remote and reports to the Senior Business Development Manager in the Digital and Innovation division.

In this role you will help organizations realize a digital future by leading external engagements that increase adoption and sustainability of digital reference standards.

• 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.

• 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.

• 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.

• 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 onboardingiquer, integration, and customer satisfaction for OEM‑linked deployments.

• 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, USPNF) to position USP as a forward‑thinking collaborator in the digital QC space.

• Bachelor’s 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,KK 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…