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Job ID :
64478BR
Location :
US - California - Remote / Field|US - Massachusetts - Remote / Field
:
Job Description

Position Summary:

Manages the technical sales relationship with accounts and partners in the NA region focusing on growing current revenue streams and/or developing new revenue streams. The technical responsibility includes qualification, demonstration preparation, and delivery of demonstrations of Digital Science software portfolio for LIMS, ELN, SDMS, and workflow applications. This position carries a sales quota for the NA region.

Minimum Requirements/Qualifications:

  • Effectively demonstrate Thermo Fisher software product & services portfolio and unique value in response to customer needs.
  • Prepare and deliver compelling, focused technical demonstrations
  • Prepare and deliver focused Proofs of Concept (PoC)
  • Support Sales Team with technical qualification assistance
  • Prepares product for demonstration in accordance with needs of prospective customers.
  • Understands the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively with account managers.
  • Ensures that the sales approach is consistent with overall technical capability.
  • Works with the Service Management team to ensure an effective, efficient and seamless transition to service operations upon completion of the sales process
  • Builds technical relationships at multiple levels of account and across all constituents.
  • Ensures that management understands technical requirements for markets and communicates to gap analysis and success criteria to development and product management.
  • Provides technical feedback and scientific data on new ideas or GAP analysis to Product and Application Managers
  • Responds effectively and promptly to customer requests.
  • Ensures that Management is involved at critical times and during pivotal opportunities. Delegates to other departments as appropriate.
  • Provides technical input to deal team calls.
  • Understands business goals and evaluates and prioritizes opportunities accordingly along with account managers and Director of Sales.
  • Qualifies potential opportunities early in the sales cycle along with account manager.
  • Allocates part of every sales call to understanding or clarify the customers’ business challenges.
  • Establishes initial technical credibility with accounts.
  • Provides realistic estimation of demonstration preparation time.
  • Provide technical support for RFx responses in support of the team
  • Participates in regional meetings to share best practice, and assist with technical training.
  • Assist Product and Application Managers in education of the technical and sales teams.
  • Collaborate in development and maintenance of demonstration systems by market. Shares interesting/innovative technical developments with peers.
  • Has sufficient technical and business knowledge to present a compelling value proposition to prospects and customers.
  • Uses knowledge of the competition in the sales campaign to develop technical/functionally competitive strategies.
  • Collaborates with other groups within Thermo Scientific Informatics to implement appropriate strategies to address opportunities and overcome obstacles.
  • Communicates with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings.
  • Communicates regularly with the account team to ensure that they are informed on significant product developments and customer issues.

Non-Negotiable Hiring Criteria:

  • Scientific university degree or 5 years relevant experience.
  • Experience and knowledge of services business solutions/enterprise scientific software demonstrations
  • Familiarity with commercial operations in complex sales cycles
  • Excellent communication skills, both written and oral
  • Fluent in English (Spanish or French is a plus, but not a requirement)
  • Ability to develop high levels of credibility and positive professional relationships with customers, peers, and upper management.

Ability to perform in the following areas:

  • Enterprise Scientific Software
  • Product Demonstration
  • Product Configuration
  • Managing Technical Expectations
  • Positioning
  • Leveraging Internal Resources
  • Supports Account Teaming




Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
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