解决方案顾问 - 研发
Solution Consultant - R&D
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。将一种分子从发现到患者，或一种作物从实验室到田间，需要数千个缓慢、手动且不连贯的步骤。人工智能有潜力改变这一点，将数十年的研发工作压缩到几年内。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过程中，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 万名科学家信任 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 强生物制药公司的超过一半。
我们正在为客户打造一位 AI 科学家。如果我们自己没有建立相应的实力，就无法做到这一点。AI 熟练度是我们构建的基础；它是我们工作方式的核心，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。欢迎参考你目前使用的任何工具、平台或工作流程。
职位概述
Benchling 解决方案顾问（SC）是与 Benchling 最大客户和潜在客户的主要解决方案负责人。他们的解决方案部署在复杂的企业 IT 环境中，与其他供应商解决方案、实验室设备和遗留应用程序进行交互。这是一个高度可见的角色，与外部和内部团队合作，开发能为客户提供最大价值的最优解决方案。SC 是售前角色，因此与 Benchling 销售领导、客户经理、专业服务团队和产品负责人紧密合作，确保呈现最佳解决方案。SC 与潜在客户和客户的高级科学和 IT 领导人合作，从第一次会议开始建立可信度和信心，并基于最前沿的技术制定解决方案。
SC 必须熟悉生命科学研发流程和科学概念，有企业 SaaS 解决方案经验，并能够与内部和外部的领导和利益相关者有效协作。你必须作为值得信赖的顾问，将客户目标转化为详细解决方案，并有效地向潜在客户沟通和展示这些解决方案。
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
Benchling Solution Consultants (SC) are the primary solution leads with Benchling’s largest customers and prospects. Their solutions are deployed into complex enterprise IT environments, interfacing with other vendor solutions, lab instruments, and legacy applications. This is a highly visible role that partners with both external and internal teams to develop the optimal solutions that drive the most value for our customers. The SC is a pre-sales role, and as such works closely with Benchling sales leadership, account executives, professional services, and product leaders to ensure the best solutions are presented. SCs work with senior scientific and IT leaders from prospects and customers, to establish credibility and confidence from the first meeting, and to create solutions based on cutting-edge technologies.
The SC must be comfortable with Life Sciences R&D processes and scientific concepts, have experience with enterprise SaaS solutions, and be adept at working with internal and external leaders and stakeholders. You must work as a trusted adviser to translate customer objectives into detailed solutions and effectively communicate and demonstrate those solutions to prospects and customers.
RESPONSIBILITIES
- Effectively partner with account executives, SC peers, and leadership to create account and deal strategies that lead to selection, planning out customer engagements that lead to compelling solutions.
- Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues.
- Craft solutions based on Benchling capabilities, industry best practices and standard R&D functions, with data models and processes that map to the customer or prospects' science and that fit into their current technology landscape.
- Present and demonstrate the solution in a persuasive way based on key messages, decision criteria, and key business issues. Manage customer questions and objections and resolve concerns. Ensure that the solution is presented competitively, with awareness of alternatives including build in house.
- Engage with product management to provide insight into prospect and customer needs and industry trends. Influence the roadmap for market success. Ensure that the roadmap is clear to customers as required to influence buying decisions.
- Provide leadership by creating reusable solutions, content, and trainings for key areas. Work with the extended team to ensure that they are successful and learn from your expertise. Mentor and partner with other SCs to build their success.
QUALIFICATIONS
- Master’s in Biology, Molecular Biology, Genetics, Biotechnology, Bioengineering, Chemistry or similar Life Science field, with a minimum of 4 years of work experience, ideally customer facing.
- Experience with scientific/informatics software such as LIMS, ELN, or others preferred. Familiarity with antibody engineering software is a plus.Experience in demonstrating scientific software in a pre-sales setting highly desired.
- REQUIRED - Hands-on experience in antibody discovery and engineering, either as a bench scientist or in a technical role supporting biologics teams.
- Demonstrated capacity to effectively model scientific data, and craft solutions, based on product knowledge and industry best practices. Prior experience in demonstrating and supporting research instruments, reagents or software desired.
- Understand research technology generally adopted by biopharma companies.
- Have an agile and adaptable mentality, and can quickly implement new customer engagement processes.
- Ability to establish as a trusted advisor for scientists, and successfully pitch to scientific buyers.
- Must be fluent in English. Fluency in German or French is a plus.
- Willingness to travel to customer sites 25-30%.
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.
SALARY & BENEFITS
Full-time employees outside the U.S. enjoy a comprehensive benefits program tailored to their region of residence.
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.
#LI-Hybrid
#BI-Hybrid
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.