Solution Architect - Digital Pathology (Technical Sales Specialist, remotely based in CA)

Working Location: Remote; CALIFORNIA, SAN JOSE; California, Long Beach; California, Los Angeles; California, Oakland; California, Sacramento; California, San Bernardino; California, San Diego; California, San Francisco; California, Santa Barbara 

 

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Work Location: California - Remote

 

Evident Scientific associates know that every moment matters when it comes to cancer diagnostics. When you come to work, you’re helping develop solutions that enable accurate diagnoses to turn anxiety into answers. Join our diverse, global team of talented people, and be inspired to grow every day. Learn more about Evident at www.EvidentScientific.com.

We are looking for Solutions Architect, Pathology Imaging to help us develop and execute a successful sales strategy for rapid revenue growth and market share expansion in territory. By understanding the client and the client goals for digital pathology, this position has presales conversations with multiple call points that could include scientific leaders such as Department Heads, Scientist, Chief of Pathology/Medical Director, Laboratory Administrative Director, and/or IT/Networking/LIS leaders such as Chief Information Officer,

You will use your know-how to call on senior management and orchestrate multi-departmental site evaluations and work collaboratively with sales counterparts to achieve Evident Scientific sales targets. Targeted customers for the life science position will include Academic Medical Centers, Pharmaceutical, Bio Pharma, Biotech companies, Government and Veterinary Labs. T

Once the sale is secured, the Solutions Architect works with the customer (scientific and IT leaders) and Evident internal stakeholders to execute a swift action plan from PO to implementation. This includes coordinating both client and internal resources, training the customer, and creating appropriate follow up plans to help the customer achieve their goals.

ALL THE RESPONSIBILITIES WE WILL TRUST YOU WITH:

•    Achieve monthly, quarterly, and annual product sales goals set for the territory
•    Execute product demonstrations for clients at the correct sales stage in SFDC, maintaining a closed/won success rate of >60%.
•    Clearly communicate complex and technical product information as well as technical IT and networking information to a variety of customer stakeholders
•    Serve as technical expert for digital pathology hardware (brightfield scanners) and software product lines
•    Maintain current knowledge of competition and market through study of competitive marketing information, competitive literature, and field surveillance of competition
•    Maintain accurate and timely prospect and customer data in SFDC
•    Achieve high levels of customer satisfaction through delivery of sales and support assistance
•    Travel overnight as necessary (estimated at 50%) for all customer appointments, trade shows and customer meetings. Customer call activity will be a balance of existing customers accounts to expand our current base, meeting with active opportunities and prospecting for new opportunities in the assigned geography
•    Coordinate sales activities within national, multi-site, laboratory accounts by interacting with other departments in the organization to ensure the proper handling of customer requirements, completing Solution Design Guide (CUSTOMER READINESS) with the key stake holders to facilitate fast implementation of client orders.
•    Using CUSTOMER READINESS outline, increases client readiness by ensuring we have all required information, and client IT contacts to drive implementation of scanners to <45 days from receipt of purchase order
•    Performs initial client scanner and software training within 2 weeks of receipt of scanner and provides retraining as needed
•    Performs customer workflow evaluation and creates plans to help customer achieve their digital pathology goals
•    Complete client IT security documents and RFP’s, using appropriate internal resources to gather information when needed.
•    Updates SFDC and/or daily management files
•    Coordinates internal resources such as customer service and I&I to deliver VS-200 AND VS-M1 according to standard work

YOUR AREAS OF KNOWLEDGE AND EXPERTISE THAT MATTER MOST:

•    Degree in Life Sciences or Master’s Degree in Business/MBA
•    Diagnostics, Life Science and/or Pathology experience preferred
•    Prior capital sales experience
•    Experience with Salesforce.com or other CRM
•    Excellent selling/presentation skills, relationship building, negotiating, closing and acc