Senior Informatics Sales Development Specialist

Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, accelerating scientific breakthroughs through analytical technologies, informatics, and service. We focus on regulated, high-volume testing environments, collaborating with customers worldwide to advance medicine, ensure food and water safety, and improve patient outcomes.

About the role

The Informatics Business Development Specialist (IBDS) supports pre-sales activities for our Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software, driving revenue in the Central District (Illinois, Minnesota, Michigan, Indiana, Texas, Kansas, Colorado, Utah). This role assists Informatics Sales Specialists in demonstrating and selling enterprise-class software to scientific and life sciences markets, requiring deep product interoperability knowledge, strong customer skills, and an understanding of laboratory workflows.

Responsibilities

• Provide customer-focused software solution demos and workflow analysis discussions, addressing specific customer problems.
• Maintain a working knowledge of laboratory workflows and collaborate as a unified team with 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 and discuss product concepts.
• Produce clear, concise written material to ensure comprehension of intended messages.
• Exercise tact and diplomacy when presenting sensitive or controversial data.
• Use visual aids effectively during presentations.
• Manage multiple complex sales opportunities at various organizational levels within prospective customer organizations.
• Identify contributors and resources for problem-solving and organize tasks to achieve 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 with 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 abilities and a proactive, self-starting personality.

Skills

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

Qualifications

• Bachelor’s degree from an accredited university; coursework in Chemistry, Biology, or Engineering preferred.
• Three to five years of technical sales experience in a complex selling environment.
• Experience in the scientific or life sciences industry, with QC lab experience a plus.
• Experience delivering software demonstrations in regulated laboratory environments.
• Proven success in complex selling environments, supporting sales of enterprise-class software or high-tech instrumentation.
• Ability to map customer workflows for ROI/Business Impact studies.
• Understanding of selling informatics solutions at the corporate level.
• Training in sales courses or software demonstrations a plus.
• Experience selling into GxP-regulated organizations.