解决方案顾问 - 业务价值
Solution Consultant - Business Value
我们正在为人工智能时代重塑生物科技。
当突破被延迟，世界就会等待。从发现分子到患者，或从实验室作物到田间种植，涉及数千个缓慢、手动、不连贯的步骤。人工智能有潜力改变这一现状，将数十年的研发工作压缩成几年。但只有当干净、结构化的科学数据和人工智能被融入科学研究的方式中，这种改变才会发生。
Benchling 是生物技术研发的人工智能平台。科学家使用 Benchling 来设计实验、捕获结构化数据，并在他们的工作流程中直接运行 AI 代理和模型。全球超过 20 万科学家信任 Benchling 来推动他们最重要的工作，从学术实验室到赛诺菲、Moderna，以及世界上前 50 强生物制药公司的一半以上。
我们正在为客户打造一个 AI 科学家。如果我们自己没有建立这种能力，就无法做到这一点。AI 熟练度是我们构建的基础；它是我们工作的核心，我们致力于帮助每一位新员工将其融入日常工作中。作为我们面试流程的一部分，你将完成一个简短的 AI 相关练习或讨论，以便我们了解你如何思考并利用 AI 在你的角色中产生影响。你可以自由参考你目前使用的任何工具、平台或工作流程。
职位概述
解决方案顾问 - 商业价值（SCBV）确保 Benchling 的顶级客户获得精准满足其需求的解决方案，并实现与客户业务目标一致的价值。他们的主要重点是与客户和高管互动，帮助阐明 Benchling 能够为其组织带来的具体、战略和财务影响。SCBV 的交付成果最终将推动客户是否选择 Benchling 作为其解决方案的决策。
SCBV 必须具备强大的高管影响力，并且有成功的高管互动经验。他们特别擅长将对科学和技术挑战的深入理解与客户的业务需求相结合，以定义定制化的解决方案以及采用 Benchling 在组织中的具体好处。通常，用例会是新的、多变的和复杂的，需要在开发新解决方案、商业案例和参与方式方面具有创造力。
SCBV 还需与销售、解决方案咨询、专业服务和客户等跨职能利益相关者合作，定义客户的价值旅程。
查看英文原文
We are rebuilding biotech for the AI era.
When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. But that only happens when clean, structured scientific data and AI are built into how science gets done.
Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.
We’re building an AI scientist for our customers. We can’t do that if we haven’t built the muscle ourselves. AI fluency is the foundation we build on; it's core to how we work, and we're committed to helping every new hire integrate it into their day-to-day. As part of our interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today.
ROLE OVERVIEW
The Solution Consultant - Business Value (SCBV) ensures that Benchling’s top customers get a solution that meets their needs precisely and delivers value aligned to the customer's business priorities. Their primary focus will be to engage with customers and executives to help articulate the tangible, strategic, and financial impact that Benchling can deliver to their organizations. SCBV deliverables will ultimately drive the customer’s decision on whether or not Benchling is selected as their solution.
SCBVs will have a strong executive presence and must have prior successful executive interaction. They are particularly adept at combining an in-depth understanding of the scientific and technical challenges with a customer’s business needs to define a tailored solution and the specific benefits of adopting Benchling across the organization. Often the use cases will be new, variable, and complex, and will require creativity in developing new solutions, business cases, and ways of engaging.
SCBVs are also responsible for defining the value journey of our customers in partnership with cross functional stakeholders in sales, solutions consulting, professional services, and customer success. This encompasses both enabling teams on value frameworks as well as developing tools and reusable assets. In addition, SCBVs stay informed about industry trends, competitive landscape, and emerging technologies.
RESPONSIBILITIES
- Drive growth in our enterprise and strategic customers by leading solution & value assessments during the sales process:
- Coordinate cross functional teams (sales, solutions consulting, product, and professional services) to execute assessments with speed and quality.
- Build a deep understanding of the customer’s business needs through meticulous discovery and creatively adapt assessment framework to meet customer’s decision process
- Create and present executive-level deliverables that capture current state analysis and future state recommendations using leading practices and bridging customer challenges to Benchling capabilities and identified value
- Maintain open, proactive communication and documentation of engagement progress, meetings, deliverables, stakeholders, and key decisions.
- Develop methodologies to quantify strategic, operational, and financial metrics for customers and use these metrics to clearly demonstrate the measurable value Benchling delivers
- Create reusable assets to drive the adoption of Benchling’s value framework in the end-to-end customer journey in partnership with cross functional stakeholders (solutions consulting, professional services, and customer success)
- Provide thought leadership about industry trends, competitive landscape, and emerging technologies. Use this knowledge to effectively position Benchling and identify opportunities for differentiation.
- Share insights and feedback from customer interactions to the product and marketing teams to help refine Benchling's offerings and messaging.
QUALIFICATIONS
- It is highly preferred that candidates have 4-7 years experience in a scientific domain - particularly biologics, industrial biotech, or early/late development.
- Ideal candidates will have a Masters or PhD in a scientific field or work experience that gives them exposure to scientific fields.
- Outstanding ability to convey value proposition and insights drawing from prior industry experience and in-depth knowledge of Benchling products and use cases
- Experience creating written deliverables that assess current state, propose a future state solution, outline the value/case for change, and a roadmap to deliver on the case for change.
- Effective at cross-functional leadership. Many subject matter experts contribute to assessments, roadmaps, architectures, and proposals and this person needs to provide leadership that sets everyone up for success.
- Strong executive presence and the ability to quickly establish credibility and trust with senior business leaders as well as internal stakeholders
- Dynamic, empathetic and flexible in communication and work styles depending on context and in multi-cultural teams and engagements
- Willingness to travel to customer sites 25-30% of the time
HOW WE WORK
We offer a flexible hybrid work arrangement that prioritizes in-office collaboration. Employees are expected to be on-site 3 days per week (Monday, Tuesday, and Thursday).
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Benchling welcomes everyone.
We believe diversity enriches our team so we hire people with a wide range of identities, backgrounds, and experiences.
We are an equal opportunity employer. That means we don’t discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We also consider for employment qualified applicants with arrest and conviction records, consistent with applicable federal, state and local law, including but not limited to the San Francisco Fair Chance Ordinance.