Role Summary
Demonstrate the science. Shape the solution. Accelerate the win.
At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions.
This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making.
This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.
This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.
Role Purpose
As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.
Key Responsibilities
Technical Leadership & Customer Engagement- Lead deep technical discovery to uncover explicit and latent customer needs
- Deliver compelling, application-focused demonstrations that connect science to value
- Act as a trusted advisor to scientific stakeholders, building credibility and influence
- Translate complex workflows into clear, outcome-driven solutions
Solution Development & Positioning- Design and position integrated solutions across instruments, consumables, and software
- Align technical solutions to customer workflows, challenges, and success criteria
- Articulate differentiated value in competitive situations
- Reduce perceived risk and accelerate customer confidence in decision-making
Opportunity Support & Deal Advancement- Partner with Account Managers to shape and execute winning opportunity strategies
- Support qualification, progression, and closing of complex instrument deals
- Strengthen technical validation throughout the sales cycle
- Anticipate and address technical objections with precision and authority
Competitive & Market Expertise- Maintain deep knowledge of technologies, applications, and competitive landscape
- Position Waters solutions effectively to win against competitors
- Provide field-driven insights to inform product, marketing, and commercial strategy
Cross-Functional Collaboration- Collaborate with Applications Scientists, Service, Marketing, and Product teams
- Align internal expertise to deliver seamless, high-value customer engagement
- Contribute to a high-performance team culture focused on winning
What Success Looks Like
- Improves instrument win rates in competitive opportunities
- Accelerates complex sales cycles through technical influence
- Builds strong customer confidence in Waters solutions
- Increase conversion of qualified opportunities to closed business
- Strengthens technical differentiation in the marketplace
- Enables territory and account growth through effective partnership with Account Managers
- Recognized as a trusted technical expert by customers and internal teams
Qualifications & Experience
Required- Bachelor’s degree in life sciences or related scientific field
- Experience in technical sales, applications, laboratory, or scientific roles
- Strong presentation and customer-facing communication skills
- Demonstrated ability to translate technical concepts into customer value
- Willingness to travel within assigned territory
Preferred- Experience with analytical instrumentation platforms
- Background in flow cytometry or related applications
- Experience supporting capital equipment or complex solution sales
- Experience engaging both scientific and business stakeholders
- Familiarity with CRM tools and structured sales processes
Work Environment & Travel
- Field-based role requiring frequent customer interaction
- Travel up to ~50–60% within assigned territory
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.
As part of Waters, you will:- Work with a highly differentiated, market-leading technology portfolio
- Partner with world-class scientists and commercial leaders
- Engage in cutting-edge applications and customer environments
- Directly influence high-value commercial outcomes through your expertise
Who Thrives in This Role
- Technical experts who enjoy influencing outcomes, not just supporting them
- High performers driven by impact, credibility, and continuous learning
- Individuals who combine scientific depth with commercial awareness
- Problem solvers who thrive in complex, competitive environments
- Strong collaborators who elevate team performance
Who This Role Is Not For
- Individuals who prefer purely technical roles without customer interaction
- Those uncomfortable with accountability to commercial outcomes
- Candidates who rely on scripted or transactional engagement
- Individuals who struggle in fast-paced, performance-driven environments
Compensation
The expected compensation range for this role is $ 95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or/required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs- Adoption assistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
To learn more about BD visit https://bd.com/careers
