Instrument Technical Sales Specialist - Midwest

Becton Dickinson Medical Devices•Milpitas, CA

20h•Remote

About The Position

At Waters, our Instrument Technical Sales Specialists are strategic technical consultants who help customers solve complex scientific challenges while driving commercial success. Operating at the intersection of scientific expertise, customer insight, consultative selling, and commercial execution, you will partner closely with Account Managers to influence purchasing decisions and position Waters as the trusted partner of choice. This is more than a technical support role. It is a highly visible, customer-facing position where you will lead technical discovery, shape solution strategies, and guide customers through complex buying decisions. By combining deep scientific knowledge with a consultative and customer-centric approach, you will uncover customer needs, develop impactful solutions, and drive meaningful scientific and business outcomes. The ideal candidate brings strong technical credibility and a passion for working directly with customers. They enjoy building relationships, influencing decisions, solving complex problems, and contributing to commercial success. While scientific expertise is foundational, this role offers a unique opportunity to further develop commercial acumen, consultative selling skills, and business impact. Instrument sales opportunities often involve longer sales cycles, multiple decision-makers, technical evaluations, competitive displacement opportunities, and capital approval processes. Success requires strategic thinking, persistence, strong customer engagement, and the ability to build momentum throughout complex customer buying journeys. This is a high-impact opportunity for scientific professionals who want to remain close to the science while playing a direct role in shaping customer outcomes, driving growth, and winning business. As part of the Waters Biosciences Division, drive instrument revenue growth by providing technical leadership throughout the sales cycle. Lead consultative customer engagements, shape solution strategies, influence technical and business stakeholders, and position Waters technologies as the preferred solution for customer success.

Requirements

Bachelor's degree in Life Sciences or a related scientific field.
Experience in technical sales, field applications, laboratory operations, scientific research, or related customer-facing technical roles.
Strong presentation, communication, consultative problem-solving, and relationship-building skills.
Demonstrated ability to translate technical concepts into customer value.
Ability to engage credibly with scientific, technical, and operational stakeholders.
Willingness to travel throughout the assigned territory.

Nice To Haves

Experience with analytical instrumentation platforms.
Background in flow cytometry, cell analysis, immunology, biotechnology, diagnostics, life sciences, or related scientific disciplines.
Experience supporting capital equipment or complex solution sales.
Experience in field applications, scientific consulting, product specialist, or technical customer-facing roles.
Demonstrated interest in developing commercial and business development capabilities.
Experience engaging both scientific and business decision-makers.
Familiarity with CRM tools and structured sales methodologies.

Responsibilities

Lead consultative customer discovery to identify explicit and latent customer needs.
Deliver compelling, application-focused demonstrations that connect science to business value.
Serve as a trusted advisor to scientific, technical, and operational stakeholders.
Guide customers through technical evaluations and instrument selection processes.
Build long-term customer relationships based on trust, expertise, and partnership.
Design and position integrated solutions across instruments, consumables, software, and workflows.
Align recommendations with customer challenges, workflows, and success criteria.
Articulate Waters' differentiated value in competitive situations.
Shape solution strategies that build confidence and accelerate decision-making.
Partner with Account Managers to develop and execute winning opportunity strategies.
Lead technical engagement throughout the sales cycle.
Anticipate and address technical objections with confidence and expertise.
Support progression and closure of complex instrument opportunities.
Maintain momentum through long-cycle opportunities involving multiple stakeholders and approval processes.
Maintain deep knowledge of technologies, applications, industry trends, and competitive offerings.
Effectively position Waters solutions against competitors.
Provide field insights to support product development, marketing, and commercial strategy.
Collaborate closely with Applications Scientists, Service, Marketing, Product Management, and Commercial teams.
Coordinate internal resources to deliver seamless customer experiences.
Contribute to a high-performing team culture focused on growth and customer success.