Director, Digital Enablement

Job not on LinkedIn

🔥 40 minutes ago

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $180k - $220k / year

⏰ Full Time

🔴 Lead

👔 Director

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PerkinElmer

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 1938

🔬 Science

💊 Pharmaceuticals

⚕️ Healthcare Insurance

Science • Pharmaceuticals • Healthcare Insurance

PerkinElmer is a global leader in providing analytical and testing solutions for a wide range of industries, including pharmaceuticals, food safety, environmental analysis, and industrial testing. The company offers advanced equipment and consumables, including mass spectrometers, chromatography instruments, and spectroscopy systems. With over 85 years of experience, PerkinElmer is committed to innovation and dedicated to partnering with laboratories worldwide to enhance scientific discovery and ensure product quality and safety. Their services support industries like healthcare, food and beverage, environmental testing, and industrial applications, helping clients meet compliance and quality standards.

📋 Description

• Own the customer relationship for digital platform adoption and value realization, starting with Asset Genius accounts that need active attention. • Translate utilization and capital-planning data into business terms at recurring account reviews (QBRs, MBRs), so customers can see and explain what they are getting for their investment. • Identify accounts where the customer has access to platform data but isn't using it, and close that gap before it turns into a “what am I paying for” conversation. • Serve as the first point of contact for account health, escalation, and value articulation across the digital platform. • Partner with OneSource's commercial organization to surface expansion opportunities that come out of account reviews and data insights. • Use usage-based and condition-based capital-planning insights, for example identifying underutilized instruments before a customer commits to new capital spend, to defend and grow existing contracts. • Build a repeatable process for turning platform data into renewal and expansion conversations, rather than reacting only once an account is already at risk. • Build and run a centralized professional services function for platform deployment, onboarding, and ongoing support, replacing the current model where deployment staff sit locked to a single account regardless of that account's actual workload. • Deploy shared resources to accounts based on real need, so no account goes without support while another sits underutilized. • Partner with account teams to scope deployment engagements and manage utilization of the professional services team across the portfolio. • Work with OneSource's Insights & Analytics function so account-specific data questions get answered, and route recurring themes back into the platform's product roadmap. • Partner with the digital platform product management team to relay validated customer needs into the quarterly release cycle. • Align with commercial leadership so platform value messaging supports contract renewal and expansion timing. • Build out the customer success function for the digital platform over time: start with Asset Genius, then extend coverage across the platform's other modules and service areas as they launch. • Define account health metrics, value-realization playbooks, and escalation criteria for the function. • Recruit, develop, and manage the professional services and deployment team as it grows.

🎯 Requirements

• Bachelor's degree in business, healthcare administration, life sciences, or a related field required. • 10+ years of progressive leadership experience in customer success, account management, or operations within healthcare, biopharma, or laboratory services organizations. • Demonstrated experience managing both field-based and back-office teams, for example service delivery, logistics, order processing, or business analysts, across a multi-site organization. • Experience translating operational or utilization data into business value for enterprise life sciences customers at recurring account reviews. • Experience building or scaling a customer success function within a fast-growing or scale-up environment. • Familiarity with laboratory operations, scientific instrumentation, or inventory and consumables management is a plus. • Comfortable operating with limited process in a function that is still being defined and will change as the platform's scope grows.