Associate Vice President, IDO – EMEA (M/F/D) in Edinburgh

Agilent is a global leader in laboratory and clinical technologies; we are passionate about bringing great science to life. Our commitment to quality and innovation supports cutting-edge life science research, patient diagnostics, and ensures the safety of water, food, and pharmaceuticals. We provide trusted answers to scientists and clinicians' critical questions and challenges as they pursue life-changing discoveries.

To accelerate growth through our partner ecosystem and improve customer coverage, we are looking for a senior leader to oversee our Indirect Distributor Organization (IDO) for the EMEA region. You will set the strategy and lead execution for our Distributor, Value Added Reseller (VAR) and OEM channels across countries and business units — ensuring the right partner coverage, capabilities, and governance to deliver sustainable growth and an excellent end-customer experience across the full Agilent portfolio.

In this role, you will scale and professionalize our indirect route-to-market by focusing on three key objectives:

• Partner & Customer Coverage: Build the right distributor/VAR/OEM footprint and capability to expand reach, improve responsiveness, and ensure customers receive consistent, high-quality support across EMEA.
• Profitable Growth & Execution Discipline: Drive predictable performance through clear targets, forecasting, deal governance, and KPI-based management — improving pipeline health, conversion, and margin quality.
• Operating Model, Governance & Compliance: Establish fit-for-purpose partner programs, contracts, and enablement while ensuring alignment with regional strategy and adherence to ethical, legal, and quality requirements.

Primary Responsibilities:

• Lead the EMEA IDO/VAR OEM organization, including sub-region/channel leaders as applicable, and set clear priorities, targets, and ways of working.
• Define and execute the distributor strategy (segmentation, coverage, roles & responsibilities) for the full Agilent portfolio, in alignment with EMEA business priorities and sales motions.
• Build partner programs and governance: recruitment, onboarding, certification, enablement, incentive models, QBR cadence, and performance management.
• Partner cross-functionally with Marketing, Product Divisions, Finance, Legal, Operations, and Service to deliver joint plans, accurate forecasting, and outstanding end-to-end customer experience.

This role can be based anywhere in Europe where Agilent has a legal entity. You may work fully remotely or opt for a hybrid model if you are within commuting distance of an Agilent office.

Qualifications:

• Master of Sciences (MSc) in Life Sciences, Engineering, or a related field is required; PhD and/or MBA is a plus.
• Significant leadership experience (10 years +) in indirect sales, channel management, distribution, or partner ecosystems within a complex, multi-country environment.
• Proven track record of building channel strategy, recruiting and developing partners, and delivering revenue growth with strong forecasting and operational rigor.
• Strong ability to influence cross-functionally and align stakeholders on partner programs, pricing/discount governance, and go-to-market priorities.
• Experience in life sciences, diagnostics, analytical instruments, or other regulated/technical markets. Knowledge of B2B environments is a strong plus.
• Full proficiency in English. Additional fluency in another European language is an asset.

Personal Attributes:

• You are a natural and empathetic leader with a growth mindset, a strategic thinker, and customer-focused.
• You can translate strategy into clear partner-facing priorities, drive change through influence, and build strong relationships at all levels—internally and with distributors.
• You have excellent interpersonal, communication, and collaboration skills to work across functions and geographies, combined with strong planning and organizational capabilities that will generate outstanding followership from your employees and your partners.
• You think like an enterprise, starting with the customer journey and considering how decisions land end-to-end. You encourage and model cross-functional collaboration through customer visits and shared problem-solving forums.
• You reinforce "one voice to the customer" by aligning success metrics and priorities across teams.

What we offer:

• Permanent Contract
• Outstanding company culture
• Career development opportunities
• Company pension scheme, yearly company bonus, company car, private health care, stock purchase plan, medical & life insurance
• A position within an international organization, offering a dynamic working environment, with exciting challenges and opportunities

Training & Development:

We will make sure you get all the training and development opportunities you need to become the best in your field!

How to apply & Contact:

If you have any further questions regarding the application process, please contact the recruiter at +34 933 445 804.

Additional Details:

This job has a full time weekly schedule. It includes the option to work remotely. Our pay ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. During the hiring process, a recruiter can share more about the specific pay range for a preferred location. Pay and benefit information by country are available at: https://careers.agilent.com/locations

Agilent Technologies Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other protected categories under all applicable laws.

Travel Required: 35% of the Time

Shift: Day

Duration: No End Date

Job Function: Sales