Solution Consultant - R&D

ROLE OVERVIEW

We are looking for this person to be based in or very near Tarrytown, NY for regular customer onsite visits.

Benchling Enterprise Solution Consultants (SC) are the primary solution leads with Benchling’s largest customers and prospects. Their solutions are deployed into complex enterprise IT environments, interfacing with other vendor solutions, lab instruments, and legacy applications. This is a highly visible role that partners with both external and internal teams to develop the optimal solutions that drive the most value for our customers. The Enterprise SC is a pre-sales role, and as such works closely with Benchling sales leadership, account executives, professional services, and product leaders to ensure the best solutions are presented. Enterprise SCs work with senior scientific and IT leaders from prospects and customers, to establish credibility and confidence from the first meeting, and to create solutions based on cutting-edge technologies.

The Enterprise SC must be comfortable with Life Sciences R&D processes and scientific concepts, have experience with enterprise SaaS solutions, and be adept at working with internal and external leaders and stakeholders. You must work as a trusted adviser to translate customer objectives into detailed solutions and effectively communicate and demonstrate those solutions to prospects and customers.

RESPONSIBILITIES

• Effectively partner with account executives, SC peers, and leadership to create account and deal strategies that lead to selection, planning out customer engagements that lead to compelling solutions.

• Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues.

• Craft solutions based on Benchling capabilities, industry best practices and standard R&D functions, with data models and processes that map to the customer or prospects' science and that fit into their current technology landscape.

• Present and demonstrate the solution in a persuasive way based on key messages, decision criteria, and key business issues. Manage customer questions and objections and resolve concerns. Ensure that the solution is presented competitively, with awareness of alternatives including build in house.

• Engage with product management to provide insight into prospect and customer needs and industry trends. Influence the roadmap for market success. Ensure that the roadmap is clear to customers as required to influence buying decisions.

• Provide leadership by creating reusable solutions, content, and trainings for key areas. Work with the extended team to ensure that they are successful and learn from your expertise. Mentor and partner with other SCs to build their success.

QUALIFICATIONS

• PHD in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering or similar Life Science field, with a minimum of 4 years of work experience, ideally customer facing.

• Experience with scientific/informatics software such as LIMS, ELN, or others preferred. Experience in demonstrating scientific software in a pre-sales setting highly desired.

• Demonstrated capacity to effectively model scientific data, and craft solutions, based on product knowledge and industry best practices. Prior experience in demonstrating and supporting research instruments, reagents or software desired.

• Understand research technology generally adopted by biopharma companies.

• Have an agile and adaptable mentality, and can quickly implement new customer engagement processes.

• Ability to establish as a trusted advisor for scientists, and successfully pitch to scientific buyers.

• Willingness to travel to customer sites 25-30%.

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