Solution Consultant - Business Value

Benchling • San Francisco, CA

4d • $119,150 - $150,000 • Hybrid

About The Position

Benchling is seeking a Solution Consultant - Business Value (SCBV) to ensure top customers receive precisely tailored solutions that deliver value aligned with their business priorities. This role focuses on engaging with customers and executives to articulate the tangible, strategic, and financial impact of Benchling. The SCBV's deliverables will influence the customer's decision-making process regarding Benchling selection. The ideal candidate will possess a strong executive presence, experience interacting with executives, and the ability to combine a deep understanding of scientific and technical challenges with customer business needs to define tailored solutions and their benefits. This role requires creativity in developing new solutions, business cases, and engagement strategies for complex and novel use cases. Additionally, SCBVs will define the customer value journey in collaboration with sales, solutions consulting, professional services, and customer success teams, enabling teams on value frameworks and developing reusable assets. Staying informed about industry trends, competitive landscapes, and emerging technologies is also a key responsibility.

Requirements

• 4-7 years experience in a scientific domain - particularly biologics, industrial biotech, or early/late development.
• Masters or PhD in a scientific field or work experience that gives them exposure to scientific fields.
• Outstanding ability to convey value proposition and insights drawing from prior industry experience and in-depth knowledge of Benchling products and use cases.
• Experience creating written deliverables that assess current state, propose a future state solution, outline the value/case for change, and a roadmap to deliver on the case for change.
• Effective at cross-functional leadership. Many subject matter experts contribute to assessments, roadmaps, architectures, and proposals and this person needs to provide leadership that sets everyone up for success.
• Strong executive presence and the ability to quickly establish credibility and trust with senior business leaders as well as internal stakeholders.
• Dynamic, empathetic and flexible in communication and work styles depending on context and in multi-cultural teams and engagements.
• Willingness to travel to customer sites 25-30% of the time.

Responsibilities

• Drive growth in enterprise and strategic customers by leading solution & value assessments during the sales process.
• Coordinate cross-functional teams (sales, solutions consulting, product, and professional services) to execute assessments with speed and quality.
• Build a deep understanding of the customer’s business needs through meticulous discovery and creatively adapt assessment framework to meet customer’s decision process.
• Create and present executive-level deliverables that capture current state analysis and future state recommendations using leading practices and bridging customer challenges to Benchling capabilities and identified value.
• Maintain open, proactive communication and documentation of engagement progress, meetings, deliverables, stakeholders, and key decisions.
• Develop methodologies to quantify strategic, operational, and financial metrics for customers and use these metrics to clearly demonstrate the measurable value Benchling delivers.
• Create reusable assets to drive the adoption of Benchling’s value framework in the end-to-end customer journey in partnership with cross-functional stakeholders (solutions consulting, professional services, and customer success).
• Provide thought leadership about industry trends, competitive landscape, and emerging technologies. Use this knowledge to effectively position Benchling and identify opportunities for differentiation.
• Share insights and feedback from customer interactions to the product and marketing teams to help refine Benchling's offerings and messaging.

Benefits

• Flexible hybrid work arrangement

What This Job Offers

• Job Type: Full-time
• Career Level: Senior