Solution Consultant - Business Value

ROLE OVERVIEW

The Solution Consultant - Business Value (SCBV) ensures that Benchling’s top customers get a solution that meets their needs precisely and delivers value aligned to the customer's business priorities. Their primary focus will be to engage with customers and executives to help articulate the tangible, strategic, and financial impact that Benchling can deliver to their organizations. SCBV deliverables will ultimately drive the customer’s decision on whether or not Benchling is selected as their solution.

SCBVs will have a strong executive presence and must have prior successful executive interaction. They are particularly adept at combining an in-depth understanding of the scientific and technical challenges with a customer’s business needs to define a tailored solution and the specific benefits of adopting Benchling across the organization. Often the use cases will be new, variable, and complex, and will require creativity in developing new solutions, business cases, and ways of engaging.

SCBVs are also responsible for defining the value journey of our customers in partnership with cross functional stakeholders in sales, solutions consulting, professional services, and customer success. This encompasses both enabling teams on value frameworks as well as developing tools and reusable assets. In addition, SCBVs stay informed about industry trends, competitive landscape, and emerging technologies.

RESPONSIBILITIES

• Drive growth in our enterprise and strategic customers by leading solution & value assessments during the sales process:

  • Coordinate cross functional teams (sales, solutions consulting, product, and professional services) to execute assessments with speed and quality.

  • Build a deep understanding of the customer’s business needs through meticulous discovery and creatively adapt assessment framework to meet customer’s decision process

  • Create and present executive-level deliverables that capture current state analysis and future state recommendations using leading practices and bridging customer challenges to Benchling capabilities and identified value

  • Maintain open, proactive communication and documentation of engagement progress, meetings, deliverables, stakeholders, and key decisions.

• Develop methodologies to quantify strategic, operational, and financial metrics for customers and use these metrics to clearly demonstrate the measurable value Benchling delivers

• Create reusable assets to drive the adoption of Benchling’s value framework in the end-to-end customer journey in partnership with cross functional stakeholders (solutions consulting, professional services, and customer success)

• Provide thought leadership about industry trends, competitive landscape, and emerging technologies. Use this knowledge to effectively position Benchling and identify opportunities for differentiation.

• Share insights and feedback from customer interactions to the product and marketing teams to help refine Benchling's offerings and messaging.

QUALIFICATIONS

• It is highly preferred that candidates have 4-7 years experience in a scientific domain - particularly biologics, industrial biotech, or early/late development.

• Ideal candidates will have a Masters or PhD in a scientific field or work experience that gives them exposure to scientific fields.

• Outstanding ability to convey value proposition and insights drawing from prior industry experience and in-depth knowledge of Benchling products and use cases

• Experience creating written deliverables that assess current state, propose a future state solution, outline the value/case for change, and a roadmap to deliver on the case for change.

• Effective at cross-functional leadership. Many subject matter experts contribute to assessments, roadmaps, architectures, and proposals and this person needs to provide leadership that sets everyone up for success.

• Strong executive presence and the ability to quickly establish credibility and trust with senior business leaders as well as internal stakeholders

• Dynamic, empathetic and flexible in communication and work styles depending on context and in multi-cultural teams and engagements

• Willingness to travel to customer sites 25-30% of the time

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