Leader, Solution Consulting R&D - Strategic

Biotechnology is rewriting life as we know it, from the medicines we take, to the crops we grow, the materials we wear, and the household goods that we rely on every day. But moving at the new speed of science requires better technology.

Benchling’s mission is to unlock the power of biotechnology. The world’s most innovative biotech companies use Benchling’s R&D Cloud to power the development of breakthrough products and accelerate time to milestone and market. 

Come help us bring modern software to modern science.

ROLE OVERVIEW

The Leader, Solution Consulting R&D - Strategic will lead a team of Solution Consultants - R&D (SC-RD) through all technical, solution, and competitive aspects of the Benchling sales cycle, focusing on Strategic prospects and customers. This role drives revenue by ensuring quality and consistency in SC-RD engagements through alignment with customer needs, demonstrating value, and resulting in technical wins.

The ideal candidate should have experience as an individual contributor in presales, owning the technical sale, and possess deep knowledge of Benchling’s solutions and their application to the Biotech industry. They must demonstrate a proven track record of success selling to Strategic accounts and in convincing C-level and director-level executives of the technical merits and value of Benchling solutions.

RESPONSIBILITIES

The Leader, Strategic Solution Consulting, achieves success by:

• Driving Engagement Quality:
  • Overseeing the technical sales process through activities like pipeline generation (PG), 3 Why’s development, champion building, MEDDICC, and Proof of Value planning and execution.
  • Ensuring high-quality SC engagements that meet customer needs, generate value, and solution that secures the technical win.
  • Using knowledge of deal strategy and close plans to guide SCs in crafting the proof of value plan and solution.
  • Monitoring key deal activity and assigning resources to ensure successful customer engagements.
  • Delivering feedback to both their team and other teams supporting Strategic deals to drive world class execution.
• Coaching and Development:
  • Managing individual contributors in development of solution consulting skills including sales acumen, presentation and demo effectiveness, product knowledge, as well as developing relationships that enable champion building and cross functional work.
  • Recruiting and retaining a high performance team through a rigorous hiring process, career discussions, individual development plans, goals, and cultural engagement.
• Strategic Relationship Management:
  • Building champions in Strategic accounts and maintaining relationships with Executive Buyers (EBs) and key stakeholders.
  • Synthesizing feedback from direct leaders and cross-functional teams, and translating it into actionable steps.

QUALIFICATIONS

• Experience in Presales Software (SaaS) Solution Consulting: 3+ years of experience in managing presales software (SaaS) solution consulting teams. 
• Life Science and Biotech Expertise:
• Proven track record working with life science companies and comfort with biotech R&D processes and scientific concepts.
• Ability to confidently interface and build trust with VP and C-Level scientific & research leaders in fast-growing Biotech organizations.
• Deep knowledge of scientific software solutions and a strong understanding of its applications within a scientific environment.
• Sales Cycle Leadership: A history of leading high velocity sales cycles with innovative scientific research and development models, large growth potential, and complex underlying needs. Familiarity with MEDDIC sales methodology is a plus but not required.
• Educational Background: Undergraduate degree and/or advanced degrees in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, or a similar life science field, or equivalent professional experience working with Life Sciences R&D processes and/or technology.

Travel: Willingness to travel to customer sites 25-30%.

HOW WE WORK

Flexible Hybrid Work: We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week.

SALARY RANGE

Benchling takes a market-based approach to pay.  The candidate's starting pay will be determined based on job-related skills, experience, qualifications, interview performance, and work location. For this role the base salary range is $161,500 - $2