Senior Informatics Sales Development Specialist

Overview

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required. This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required. This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required. This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required.

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities and is commissioned to attain the region revenue quota. This position will be responsible for assisting the Informatics Sales Specialists in demonstrating and selling enterprise class software into the scientific and life sciences markets we serve. Critical to this position is a deep knowledge on how our product portfolio interoperates, good customer skills and an understanding of general laboratory workflows. Working with the Waters field matrix, the other business development specialists, the product marketing and field marketing teams is required.

This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.

This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.This position will be based in the Central District. States include: Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah.

Responsibilities

Essential Elements of Informatics Business Development Specialist Role (IBDS)Will provide customer focused software solution demos and workflow analysis type discussionsFocused on customer problemsWorking knowledge of laboratory workflowsRequired to work as a unified team with their respective Informatics SpecialistsProvide support for customer based "Proof of Concept" evaluations (POC's)Primarily district focused but might need travel outside region when needed.General RequirementsDemonstrated ability to present enterprise class software to prospective customersAbility to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflowsHigh energy and excellent communication skills – written and oral.Excellent presentation, time management, decision making and organizational skills are a mustAbility to handle many projects/accounts at once, develop strategic plans, and drive and achieve resultsUnderstanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environmentsCuriosity about lab instrumentation and the associated data challenges of our customersStrategic planning and big picture abilitySelf starting and proactive personality a mustPresentation AbilityAbility to demonstrate the standard features and functions of Waters Informatics productsAbility to discuss product conceptsProduce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehendedExercise tact and diplomacy when presenting sensitive or controversial dataRecognizes when it is appropriate to push forward or to step back from an issueUses visual aids effectively and appropriately when giving presentationsTechnical SkillsDeep understanding of Empower CDS including Empower experienceLIMS/Lab Informatics experience (or strong understanding)Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systemsProficient with Microsoft Office applications, such as Word, Excel and PowerPointBaseline understanding of how Oracle databases (SQL) workBasic computer programming skills a plusProject Management SkillsAbility to work multiple complex sales opportunities at multiple levels within prospective customer organizationsIdentify people who can contribute to the solution of a problem or taskIdentify resources useful in the solution of a problemOrganize people and tasks to achieve specific goalsAccommodate multiple demands for commitment of time and energyImplement sound decisionsTake responsibility for decisionsEssential Elements of Informatics Business Development Specialist Role (IBDS)Will provide customer focused software solution demos and workflow analysis type discussionsFocused on customer problemsWorking knowledge of laboratory workflowsRequired to work as a unified team with their respective Informatics SpecialistsProvide support for customer based "Proof of Concept" evaluations (POC's)Primarily district focused but might need travel outside region when needed.General RequirementsDemonstrated ability to present enterprise class software to prospective customersAbility to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflowsHigh energy and excellent communication skills – written and oral.Excellent presentation, time management, decision making and organizational skills are a mustAbility to handle many projects/accounts at once, develop strategic plans, and drive and achieve resultsUnderstanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environmentsCuriosity about lab instrumentation and the associated data challenges of our customersStrategic planning and big picture abilitySelf starting and proactive personality a mustPresentation AbilityAbility to demonstrate the standard features and functions of Waters Informatics productsAbility to discuss product conceptsProduce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehendedExercise tact and diplomacy when presenting sensitive or controversial dataRecognizes when it is appropriate to push forward or to step back from an issueUses visual aids effectively and appropriately when giving presentationsTechnical SkillsDeep understanding of Empower CDS including Empower experienceLIMS/Lab Informatics experience (or strong understanding)Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systemsProficient with Microsoft Office applications, such as Word, Excel and PowerPointBaseline understanding of how Oracle databases (SQL) workBasic computer programming skills a plusProject Management SkillsAbility to work multiple complex sales opportunities at multiple levels within prospective customer organizationsIdentify people who can contribute to the solution of a problem or taskIdentify resources useful in the solution of a problemOrganize people and tasks to achieve specific goalsAccommodate multiple demands for commitment of time and energyImplement sound decisionsTake responsibility for decisionsEssential Elements of Informatics Business Development Specialist Role (IBDS)Will provide customer focused software solution demos and workflow analysis type discussionsFocused on customer problemsWorking knowledge of laboratory workflowsRequired to work as a unified team with their respective Informatics SpecialistsProvide support for customer based "Proof of Concept" evaluations (POC's)Primarily district focused but might need travel outside region when needed.General RequirementsDemonstrated ability to present enterprise class software to prospective customersAbility to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflowsHigh energy and excellent communication skills – written and oral.Excellent presentation, time management, decision making and organizational skills are a mustAbility to handle many projects/accounts at once, develop strategic plans, and drive and achieve resultsUnderstanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environmentsCuriosity about lab instrumentation and the associated data challenges of our customersStrategic planning and big picture abilitySelf starting and proactive personality a mustPresentation AbilityAbility to demonstrate the standard features and functions of Waters Informatics productsAbility to discuss product conceptsProduce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehendedExercise tact and diplomacy when presenting sensitive or controversial dataRecognizes when it is appropriate to push forward or to step back from an issueUses visual aids effectively and appropriately when giving presentationsTechnical SkillsDeep understanding of Empower CDS including Empower experienceLIMS/Lab Informatics experience (or strong understanding)Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systemsProficient with Microsoft Office applications, such as Word, Excel and PowerPointBaseline understanding of how Oracle databases (SQL) workBasic computer programming skills a plusProject Management SkillsAbility to work multiple complex sales opportunities at multiple levels within prospective customer organizationsIdentify people who can contribute to the solution of a problem or taskIdentify resources useful in the solution of a problemOrganize people and tasks to achieve specific goalsAccommodate multiple demands for commitment of time and energyImplement sound decisionsTake responsibility for decisions

Essential Elements of Informatics Business Development Specialist Role (IBDS)

Essential Elements of Informatics Business Development Specialist Role (IBDS)

• Will provide customer focused software solution demos and workflow analysis type discussions

Will provide customer focused software solution demos and workflow analysis type discussions

• Focused on customer problems

Focused on customer problems

• Working knowledge of laboratory workflows

Working knowledge of laboratory workflows

• Required to work as a unified team with their respective Informatics Specialists

Required to work as a unified team with their respective Informatics Specialists

• Provide support for customer based "Proof of Concept" evaluations (POC's)

Provide support for customer based "Proof of Concept" evaluations (POC's)

• Primarily district focused but might need travel outside region when needed.

Primarily district focused but might need travel outside region when needed.

General Requirements

General Requirements

• Demonstrated ability to present enterprise class software to prospective customers

Demonstrated ability to present enterprise class software to prospective customers

• Ability to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflows

Ability to participate in customer discovery discussions and deliver tailored demonstrations aligned to customer workflows

• High energy and excellent communication skills – written and oral.

High energy and excellent communication skills – written and oral.

• Excellent presentation, time management, decision making and organizational skills are a must

Excellent presentation, time management, decision making and organizational skills are a must

• Ability to handle many projects/accounts at once, develop strategic plans, and drive and achieve results

Ability to handle many projects/accounts at once, develop strategic plans, and drive and achieve results

• Understanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environments

Understanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environments

• Curiosity about lab instrumentation and the associated data challenges of our customers

Curiosity about lab instrumentation and the associated data challenges of our customers

• Strategic planning and big picture ability

Strategic planning and big picture ability

• Self starting and proactive personality a must

Self starting and proactive personality a must

Presentation Ability

Presentation Ability

• Ability to demonstrate the standard features and functions of Waters Informatics products

Ability to demonstrate the standard features and functions of Waters Informatics products

• Ability to discuss product concepts

Ability to discuss product concepts

• Produce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehended

Produce written material in clear, concise and understandable form, seeking to ensure that the intended message has been fully comprehended

• Exercise tact and diplomacy when presenting sensitive or controversial data

Exercise tact and diplomacy when presenting sensitive or controversial data

• Recognizes when it is appropriate to push forward or to step back from an issue

Recognizes when it is appropriate to push forward or to step back from an issue

• Uses visual aids effectively and appropriately when giving presentations

Uses visual aids effectively and appropriately when giving presentations

Technical Skills

Technical Skills

• Deep understanding of Empower CDS including Empower experience

Deep understanding of Empower CDS including Empower experience

• LIMS/Lab Informatics experience (or strong understanding)

LIMS/Lab Informatics experience (or strong understanding)

• Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systems

Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systems

• Proficient with Microsoft Office applications, such as Word, Excel and PowerPoint

Proficient with Microsoft Office applications, such as Word, Excel and PowerPoint

• Baseline understanding of how Oracle databases (SQL) work

Baseline understanding of how Oracle databases (SQL) work

• Basic computer programming skills a plus

Basic computer programming skills a plus

Project Management Skills

Project Management Skills

• Ability to work multiple complex sales opportunities at multiple levels within prospective customer organizations

Ability to work multiple complex sales opportunities at multiple levels within prospective customer organizations

• Identify people who can contribute to the solution of a problem or task

Identify people who can contribute to the solution of a problem or task

• Identify resources useful in the solution of a problem

Identify resources useful in the solution of a problem

• Organize people and tasks to achieve specific goals

Organize people and tasks to achieve specific goals

• Accommodate multiple demands for commitment of time and energy

Accommodate multiple demands for commitment of time and energy

• Implement sound decisions

Implement sound decisions

• Take responsibility for decisions

Take responsibility for decisions

Qualifications

EducationBachelor’s degree from an accredited universityCourse work in Chemistry, Biology or Engineering a plusWork ExperienceThree to Five year’s technical sales experience in a complex selling environmentExperience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plusExperience delivering software demonstrations in regulated laboratory environments a plusProven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentationAbility to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact studyUnderstands the process of selling an informatics solution at the corporate levelTrained in sales courses or demonstrating software a plusExperience selling into organizations that are regulated by GxP rulesEducationBachelor’s degree from an accredited universityCourse work in Chemistry, Biology or Engineering a plusWork ExperienceThree to Five year’s technical sales experience in a complex selling environmentExperience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plusExperience delivering software demonstrations in regulated laboratory environments a plusProven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentationAbility to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact studyUnderstands the process of selling an informatics solution at the corporate levelTrained in sales courses or demonstrating software a plusExperience selling into organizations that are regulated by GxP rulesEducationBachelor’s degree from an accredited universityCourse work in Chemistry, Biology or Engineering a plusWork ExperienceThree to Five year’s technical sales experience in a complex selling environmentExperience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plusExperience delivering software demonstrations in regulated laboratory environments a plusProven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentationAbility to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact studyUnderstands the process of selling an informatics solution at the corporate levelTrained in sales courses or demonstrating software a plusExperience selling into organizations that are regulated by GxP rules

Education

Education

• Bachelor’s degree from an accredited university

Bachelor’s degree from an accredited university

• Course work in Chemistry, Biology or Engineering a plus

Course work in Chemistry, Biology or Engineering a plus

Work Experience

Work Experience

• Three to Five year’s technical sales experience in a complex selling environment

Three to Five year’s technical sales experience in a complex selling environment

• Experience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plus

Experience in either the scientific or life sciences industry- Quality Control (QC) lab experience a plus

• Experience delivering software demonstrations in regulated laboratory environments a plus

Experience delivering software demonstrations in regulated laboratory environments a plus

• Proven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentation

Proven success in a complex selling environment, having sold or supported the sales process in either enterprise class software or high-tech instrumentation

• Ability to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact study

Ability to map customer workflows for the creation of performance or compliance metrics for possible use in a Return on Investment/Business Impact study

• Understands the process of selling an informatics solution at the corporate level

Understands the process of selling an informatics solution at the corporate level

• Trained in sales courses or demonstrating software a plus

Trained in sales courses or demonstrating software a plus

• Experience selling into organizations that are regulated by GxP rules

Experience selling into organizations that are regulated by GxP rules