Solution Consultant - R&D

Description

The company is building AI into biotech R&D, so scientists can design experiments, capture structured data, and run AI agents and models inside their daily workflows.

The platform is used by over 200,000 scientists, from academic labs to large pharma companies.

The team is building an AI scientist for customers and wants its own staff fluent in AI. Interviews include a short AI-focused exercise or discussion about how you use AI in your work. You may bring up any tools, platforms, or workflows you already use.

This role is based in or very near Tarrytown, NY, with regular onsite visits to customers.

Enterprise Solution Consultants are the main solution leads for the company's largest customers and prospects. They design solutions that run in complex enterprise IT environments, connecting with other vendors' products, lab instruments, and legacy applications. The role is highly visible and works with internal and external teams to build solutions that deliver the most value.

This is a pre-sales role. You will work with sales leadership, account executives, professional services, and product leaders to present the strongest solutions. You will meet senior scientific and IT leaders at prospects and customers, earn their trust from the first meeting, and build solutions on cutting-edge technology.

You need a working knowledge of life sciences R&D and scientific concepts, experience with enterprise SaaS, and the ability to work with internal and external stakeholders at every level. You act as a trusted adviser, turning customer goals into detailed solutions and presenting them clearly.

Responsibilities

• Work with account executives, SC peers, and leadership to plan account and deal strategies and customer engagements that lead to selection and strong solutions.
• Run structured discovery sessions to find customer needs and requirements tied to their decision criteria and key business issues.
• Design solutions using the company capabilities, industry best practices, and standard R&D functions. Build data models and processes that match the customer's science and fit their existing technology landscape.
• Present and demonstrate solutions persuasively, based on key messages, decision criteria, and business issues. Handle questions and objections, resolve concerns, and position the solution competitively against alternatives, including building in-house.
• Share prospect and customer needs and industry trends with product management to help shape the roadmap. Make sure customers understand the roadmap when it affects their buying decisions.
• Lead by creating reusable solutions, content, and training in key areas. Support the wider team so they succeed and learn from your expertise, and mentor and partner with other SCs.

Requirements

• PhD in biology, molecular biology, genetics, biotechnology, bioengineering, or a similar life science field, plus at least 4 years of work experience, ideally in customer-facing roles.
• Experience with scientific or informatics software such as LIMS, ELN, or similar is preferred. Experience demonstrating scientific software in a pre-sales setting is highly desired.
• You can model scientific data and build solutions based on product knowledge and industry best practices. Experience demonstrating or supporting research instruments, reagents, or software is desirable.
• You understand the research technology commonly used by biopharma companies.
• You are agile and adaptable, and can quickly adopt new customer engagement processes.
• You can earn scientists' trust as an advisor and pitch effectively to scientific buyers.
• You are willing to travel to customer sites 25-30% of the time.

Conditions

Hybrid work with a focus on in-office collaboration. You are expected in the office 3 days per week (Monday, Tuesday, and Thursday).

The company welcomes people of all identities, backgrounds, and experiences, and values diversity on the team.

The company is an equal opportunity employer and does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Qualified applicants with arrest or conviction records are also considered, in line with applicable federal, state, and local law, including the San Francisco Fair Chance Ordinance.