Senior Informatics Sales Development Specialist

Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. Our innovative portfolio supports regulated, high-volume testing environments, helping advance the release of effective, high-quality medicines, ensure the safety of food and water, and improve patient outcomes.

About the role

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 assist the Informatics Sales Specialists in demonstrating and selling enterprise-class software into the scientific and life sciences markets. A deep knowledge of how our product portfolio interoperates, strong customer skills, and an understanding of general laboratory workflows are critical. The role is based in the Central District, covering Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, and Utah.

Responsibilities

• Provide customer-focused software solution demos and workflow analysis discussions.
• Address customer problems with a working knowledge of laboratory workflows.
• Work as a unified team with respective Informatics Specialists.
• Support customer-based "Proof of Concept" evaluations (POCs).
• Primarily district-focused but may require travel outside the region as needed.
• Demonstrate standard features and functions of Waters Informatics products.
• Discuss product concepts and produce clear, concise written material.
• Exercise tact and diplomacy when presenting sensitive or controversial data.
• Use visual aids effectively during presentations.
• Manage multiple complex sales opportunities at various levels within prospective customer organizations.
• Identify contributors and resources for problem-solving and task completion.
• Organize people and tasks to achieve specific goals.
• Accommodate multiple demands for time and energy.
• Implement sound decisions and take responsibility for outcomes.

Requirements

• 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.
• High energy and excellent communication skills—written and oral.
• Strong presentation, time management, decision-making, and organizational skills.
• Ability to handle multiple projects/accounts, develop strategic plans, and drive results.
• Understanding of pharmaceutical regulatory compliance, including data integrity, validation, and GxP environments.
• Curiosity about lab instrumentation and associated data challenges.
• Strategic planning and big-picture thinking.
• Self-starting and proactive personality.

Qualifications

• Bachelor’s degree from an accredited university; coursework in Chemistry, Biology, or Engineering a plus.
• Three to five years of technical sales experience in a complex selling environment.
• Experience in the scientific or life sciences industry; Quality Control (QC) lab experience 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 for enterprise-class software or high-tech instrumentation.
• Ability to map customer workflows for creating performance or compliance metrics for ROI/Business Impact studies.
• Understanding of selling informatics solutions at the corporate level.
• Training in sales courses or software demonstration a plus.
• Experience selling into organizations regulated by GxP rules.

Skills

• Deep understanding of Empower CDS, including hands-on experience.
• LIMS/Lab Informatics experience or strong understanding.
• Cloud/SaaS experience, particularly solutions that extend or integrate with core laboratory systems.
• Proficient with Microsoft Office applications (Word, Excel, PowerPoint).
• Baseline understanding of Oracle databases (SQL).
• Basic computer programming skills a plus.