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Germany - Dreieich|Germany - Remote / Field|Netherlands - Breda|Netherlands - Remote / Field
Job Description
Thermo Fisher Scientific (NYSE: TMO) is headquartered in Waltham, MA, and is the world leader in serving science, enabling our customers to make the world healthier, cleaner and safer. With annual sales of more than $20 billion, we employ 67,000 people and serve over 350,000 customers within pharmaceutical and biotech companies, hospitals and clinical diagnostic labs, universities, research institutions and government agencies, as well as environmental and industrial process control settings. Serving customers through two premier brands, Thermo Scientific and Fisher Scientific, we help solve analytical challenges from routine testing to complex research and discovery. Thermo Scientific offers customers a complete range of high-end analytical instruments as well as laboratory equipment, software, services, consumables and reagents to enable integrated laboratory workflow solutions. Fisher Scientific provides a complete portfolio of laboratory equipment, chemicals, supplies and services used in healthcare, scientific research, safety and education. Together, we offer the most convenient purchasing options to customers and continuously advance our technologies to accelerate the pace of scientific discovery, enhance value for customers and fuel growth for shareholders and employees alike. Visit http://www.thermofisher.com.

Job Description

Job Title: Technical Solution Manager (TSM)
Location: Germany or Netherlands; Remote
Travel: 50 – 75%

Position Summary:

The Technical Solution Manager is responsible for managing the technical sales relationship with accounts and partners in the EMEA 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 EMEA region.

Main responsibilities:
  • 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
  • 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
  • Provides technical input to deal team calls.
  • Establishes initial technical credibility with accounts.
  • Provides technical support for RFx responses in support of the team

  • 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 & German (Dutch or Russian is a plus)
  • Ability to develop high levels of credibility and positive professional relationships with customers, peers, and upper management.


We are looking forward to receive your application. Please refer to the above Job ID and include your salary expectations as well as your period of notice.

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be construed, as an exhaustive list of all employee responsibilities, duties and/or skills required of all personnel so classified.


    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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