PhD in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, or similar Life Science field with at least 4 years of customer-facing experience.
Experience with scientific/informatics software such as LIMS or ELN, with a preference for pre-sales demonstration experience.
Proven ability to model scientific data and craft solutions based on product knowledge and industry best practices.
Familiarity with research technology commonly used by biopharma companies.
Agile and adaptable mindset for implementing new customer engagement processes.
Strong capability to establish trust with scientists and effectively pitch to scientific buyers.
Willingness to travel to customer sites 25-30%.
Located in or near Tarrytown, NY for regular onsite visits.
Responsibilities
Partner with account executives and leadership to develop account strategies that lead to effective customer engagements.
Conduct organized discoveries to identify customer needs and key business issues.
Design solutions leveraging Benchling capabilities and industry best practices that align with customer scientific processes.
Present and demonstrate solutions persuasively, addressing customer questions and concerns while ensuring competitive positioning.
Collaborate with product management to relay customer insights and influence product roadmap based on market needs.
Create reusable solutions and training materials, mentoring other Solution Consultants to enhance team success.
Engage with internal and external stakeholders to ensure alignment and drive value for customers.
Benefits
Flexible hybrid work arrangement with in-office collaboration three days a week.
Opportunity to work closely with leading scientific and IT leaders in the industry.
Access to cutting-edge technologies and solutions in the life sciences sector.
Professional development through mentorship and training opportunities.
Engagement in a highly visible role that influences customer success and product development.
Full Job Description
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%.
HOW WE WORK
We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
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About Benchling
Benchling is a cloud-based informatics platform that accelerates life sciences R&D by streamlining workflows and centralizing data. The platform offers a suite of applications for molecular biology, including DNA design, antibody design, CRISPR analysis, and protein expression. Benchling's customers include pharmaceutical companies, biotechs, and academic institutions. The company was founded in 2012 and is headquartered in South San Francisco, California.
