Instrument Technical Sales Specialist (TSS-I), Mid-Atlantic

Becton Dickinson Medical Devices•Milpitas, CA

21h•Remote

About The Position

As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide. We are the people who give possibilities purpose BD is one of the largest global medical technology companies in the world. Advancing the world of health™ is our Purpose, and it’s no small feat. It takes the imagination and passion of all of us—from design and engineering to the manufacturing and marketing of our billions of MedTech products per year—to look at the impossible and find transformative solutions that turn dreams into possibilities. Role Summary Demonstrate the science. Shape the solution. Accelerate the win. At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions. This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making. This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory. This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes. Role Purpose As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.

Requirements

Bachelor’s degree in life sciences or related scientific field
Experience in technical sales, applications, laboratory, or scientific roles
Strong presentation and customer-facing communication skills
Demonstrated ability to translate technical concepts into customer value
Willingness to travel within assigned territory

Nice To Haves

Experience with analytical instrumentation platforms
Background in flow cytometry or related applications
Experience supporting capital equipment or complex solution sales
Experience engaging both scientific and business stakeholders
Familiarity with CRM tools and structured sales processes

Responsibilities

Lead deep technical discovery to uncover explicit and latent customer needs
Deliver compelling, application-focused demonstrations that connect science to value
Act as a trusted advisor to scientific stakeholders, building credibility and influence
Translate complex workflows into clear, outcome-driven solutions
Design and position integrated solutions across instruments, consumables, and software
Align technical solutions to customer workflows, challenges, and success criteria
Articulate differentiated value in competitive situations
Reduce perceived risk and accelerate customer confidence in decision-making
Partner with Account Managers to shape and execute winning opportunity strategies
Support qualification, progression, and closing of complex instrument deals
Strengthen technical validation throughout the sales cycle
Anticipate and address technical objections with precision and authority
Maintain deep knowledge of technologies, applications, and competitive landscape
Position Waters solutions effectively to win against competitors
Provide field-driven insights to inform product, marketing, and commercial strategy
Collaborate with Applications Scientists, Service, Marketing, and Product teams
Align internal expertise to deliver seamless, high-value customer engagement
Contribute to a high-performance team culture focused on winning