Solution Consultant - R&D

Biotechnology is rewriting life as we know it, from the medicines we take, to the crops we grow, the materials we wear, and the household goods that we rely on every day. But moving at the new speed of science requires better technology. Benchling’s mission is to unlock the power of biotechnology. The world’s most innovative biotech companies use Benchling’s R&D Cloud to power the development of breakthrough products and accelerate time to milestone and market. Come help us bring modern software to modern science.

ROLE OVERVIEW

Benchling Solution Consultants (SC) are the primary solution leads with Benchling’s 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 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. 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 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. You will support customers within the UK & Nordics.

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

• Master’s in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, Chemistry 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.
• Experience in a lab or research setting, ideally in antibody discovery or engineering a plus.
• 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%.

Benchling welcomes everyone. We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences. We are an equal opportunity employer. That means we don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.