Senior Informatics Sales Development Specialist

About the Role

The Informatics Business Development Specialist (IBDS) has pre-sales product responsibility for Waters’ Chromatography Data System (CDS), Waters Cloud applications, and Lab Management System (LMS) software sales activities. This commissioned role is focused on attaining the region’s revenue quota by assisting Informatics Sales Specialists in demonstrating and selling enterprise-class software into scientific and life sciences markets. A deep knowledge of how the product portfolio interoperates, strong customer skills, and an understanding of general laboratory workflows are critical. The position requires collaboration with the Waters field matrix, other business development specialists, product marketing, and field marketing teams. 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.

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.

Presentation Skills

• Ability to demonstrate standard features and functions of Waters Informatics products.
• Discuss product concepts clearly and concisely in written and verbal form.
• Exercise tact and diplomacy when presenting sensitive or controversial data.
• Recognize when to push forward or step back from an issue.
• Use visual aids effectively during presentations.

Technical 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.

Project Management Skills

• Ability to work multiple complex sales opportunities at various levels within prospective customer organizations.
• Identify contributors and resources useful in solving problems or tasks.
• Organize people and tasks to achieve specific goals.
• Accommodate multiple demands for time and energy.
• Implement sound decisions and take responsibility for outcomes.

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 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 demonstration a plus.
• Experience selling into GxP-regulated organizations.

About the Company

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. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers worldwide to advance the release of effective, high-quality medicines, ensure the safety of food and water, and improve patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Our passionate team of ~16,000 colleagues turns scientific challenges into breakthroughs that improve lives globally.