Mid-Market Pre-Sales Scientific Solutions Consultant (Early-Late Development)

Benchling Mid-Market Scientific Solution Consultants (SSC) are the primary solution leads with Benchling’s Mid-Market customers and prospects. These customers are the most innovative biotechs, fastest growing in size, and the solution they select will be rapidly adopted by scientists, and have lasting impacts to their growing organization. Benchling’s business growth relies heavily on acquisition of new customers in these segments, and hence this is a highly visible pre-sales role. The SSC partners closely with account executives, on a large number of startup and medium-sized life sciences customers. Mid-Market SSCs 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 Mid-Market SSC (Development and Manufacturing) must be comfortable with Life Sciences development processes and interpreting novel scientific concepts, have experience with 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.

• Effectively partner with account executives to deliver high-velocity customer engagements that lead to selection.

• 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 training for key areas. Work with the extended team to ensure that they are successful and learn from your expertise. Mentor and partner with other SSCs to build their success.
• Espouse Benchling's core leadership principles and cultural values.

• Have a bachelor’s degree in a scientific discipline such as Biology, Chemistry, Chemical Engineering or a related field, with 4+ years of professional experience with biotech/biopharma development/manufacturing or PhD/M.S. with 2+ years of professional experience with biotech/biopharma development/manufacturing. Advanced degrees in scientific disciplines desired but not required. Previous customer facing and technical solutions consulting experience is also a plus.

• Demonstrated experience with relevant scientific/informatics software such as LIMS, LES, MES and/or SDMS. Understand technology ecosystems, as well as the integrations between systems; have high level knowledge of developer platforms, architecture, and security.
• Demonstrated capacity to effectively model scientific processes and data to subsequently craft solutions, based on product knowledge and industry best practices. Prior experience in implementing, supporting, and/or integrating scientific systems desired.

• Understand the lifecycle of biopharma drug research and development, tech transfer, and manufacturing. Specifically understand what requirements and outcomes motivate each team and how to properly address them with a software solution.
• Demonstrated ability to perform business and needs analysis. Have prior experience working with stakeholders to understand scientific challenges, business needs, and critical requirements.

• Ability to communicate effectively with varied stakeholders, to ensure that all needs are met.

• Willingness to travel to customer sites 25-30%, when it is safe to do so.