Role Summary
Demonstrate the science. Shape the solution. Accelerate the win.
At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions.
This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making.
This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.
This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.
Role Purpose
As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.
Key Responsibilities
Technical Leadership & Customer Engagement
Lead deep technical discovery to uncover explicit and latent customer needs
Deliver compelling, application-focused demonstrations that connect science to value
Act as a trusted advisor to scientific stakeholders, building credibility and influence
Translate complex workflows into clear, outcome-driven solutions
Solution Development & Positioning
Design and position integrated solutions across instruments, consumables, and software
Align technical solutions to customer workflows, challenges, and success criteria
Articulate differentiated value in competitive situations
Reduce perceived risk and accelerate customer confidence in decision-making
Opportunity Support & Deal Advancement
Partner with Account Managers to shape and execute winning opportunity strategies
Support qualification, progression, and closing of complex instrument deals
Strengthen technical validation throughout the sales cycle
Anticipate and address technical objections with precision and authority
Competitive & Market Expertise
Maintain deep knowledge of technologies, applications, and competitive landscape
Position Waters solutions effectively to win against competitors
Provide field-driven insights to inform product, marketing, and commercial strategy
Cross-Functional Collaboration
Collaborate with Applications Scientists, Service, Marketing, and Product teams
Align internal expertise to deliver seamless, high-value customer engagement
Contribute to a high-performance team culture focused on winning
What Success Looks Like
Improves instrument win rates in competitive opportunities
Accelerates complex sales cycles through technical influence
Builds strong customer confidence in Waters solutions
Increase conversion of qualified opportunities to closed business
Strengthens technical differentiation in the marketplace
Enables territory and account growth through effective partnership with Account Managers
Recognized as a trusted technical expert by customers and internal teams
Qualifications & Experience
Required
Bachelor’s degree in life sciences or related scientific field
Experience in technical sales, applications, laboratory, or scientific roles
Strong presentation and customer-facing communication skills
Demonstrated ability to translate technical concepts into customer value
Willingness to travel within assigned territory
Preferred
Experience with analytical instrumentation platforms
Background in flow cytometry or related applications
Experience supporting capital equipment or complex solution sales
Experience engaging both scientific and business stakeholders
Familiarity with CRM tools and structured sales processes
Work Environment & Travel
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.
As part of Waters, you will:
Work with a highly differentiated, market-leading technology portfolio
Partner with world-class scientists and commercial leaders
Engage in cutting-edge applications and customer environments
Directly influence high-value commercial outcomes through your expertise
Who Thrives in This Role
Technical experts who enjoy influencing outcomes, not just supporting them
High performers driven by impact, credibility, and continuous learning
Individuals who combine scientific depth with commercial awareness
Problem solvers who thrive in complex, competitive environments
Who This Role Is Not For
Individuals who prefer purely technical roles without customer interaction
Those uncomfortable with accountability to commercial outcomes
Candidates who rely on scripted or transactional engagement
Individuals who struggle in fast-paced, performance-driven environments
Compensation
The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
At BD, we are committed to supporting our associates well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs
- Adoption assistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Primary Work LocationUSA CA - Milpitas 155
Additional LocationsUSA NJ - Franklin Lakes
Work Shift
At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific r
