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ONI is a life sciences company developing the Nanoimager, a revolutionary microscopy platform that enables visualization and analysis of cellular and molecular structures. This role is a senior sales position responsible for driving revenue growth across Rest of World markets through two parallel tracks: managing and scaling performance in advanced markets (China, Japan, India, Korea) and opening new geographic markets.
In advanced markets, you will own commercial performance across assigned territories, managing distributor relationships, targets, pipelines, and forecasting. You will establish regular business reviews, coach partners on opportunity qualification and competitive positioning, and engage directly in strategic customer opportunities to improve win probability. You will identify gaps in partner coverage and capability, develop corrective action plans, and maintain strong CRM discipline with visibility into end-customer opportunities.
In new markets, you will identify and prioritize new countries, segments, and commercial opportunities. You will recruit, qualify, and negotiate with potential distributors and commercial partners, then onboard and enable them. You will build initial market and account plans, create early pipeline, and secure first-customer wins to establish market credibility. You will develop relationships with key institutions and market influencers, assess competitive environments and route-to-market options, and manage opportunities until markets reach sufficient maturity for repeatable execution.
This is a high-autonomy role requiring independent operation, navigation of ambiguity, and ability to build business in developing markets. Extensive international travel across assigned territories is required.
REQUIREMENTS:
- 5+ years of international sales, business development, or channel management experience in life sciences or scientific equipment
- Proven track record in distributor recruitment, negotiation, onboarding, and ongoing channel management
- Experience developing new markets, growing existing territories, and driving commercial growth
- Ability to manage distributor relationships while engaging directly with end customers and strategic accounts
- Experience selling complex scientific capital equipment or life-science tools
- Strong commercial acumen, forecasting, negotiation, and strategic planning skills
- Ability to operate independently and navigate ambiguity
- Strong English communication skills; Mandarin capability advantageous
- Willingness to travel extensively across assigned international markets
