Principal Informatics Sales Development Specialist

Overview

Waters is seeking a highly motivated Principal Presales Consultant, waters_connect to serve as the North American software expert for the on-premises waters_connect laboratory platform for LC and LC-MS applications.

This customer-facing presales role partners with Territory Account Managers, Mass Spectrometry Specialists, Informatics Sales Specialists (ISS), Product Management, and Professional Services to support waters_connect opportunities from evaluation through close. The successful candidate will provide software demonstrations, technical consultation, and expertise in waters_connect capabilities, deployment options, upgrades, compliance requirements, and expansion opportunities across LC and LC-MS workflows.

As a trusted advisor to both customers and commercial teams, this individual will help navigate complex waters_connect software discussions, build confidence in the waters_connect platform and its applications, and serve as a keyliaison between Product Management and the field.

This role is focused exclusively on presales activities and does not include responsibility for implementation, training, troubleshooting, or post-sales support. 

This position supports customers and commercial teams across the United States and Canada.

Responsibilities

Key Responsibilities

• Serve as the primary subject matter expert for the waters_connect laboratory software platform for LC and LC-MS applications, supporting commercial teams across the United States and Canada.
• Support waters_connect software opportunities from evaluation through opportunity closure.
• Participate in customer discovery discussions to understand workflow, business, and technical requirements.
• Provide guidance on waters_connect capabilities, deployment options, configuration requirements, licensing considerations, upgrade paths, and software expansion opportunities.
• Support technical discussions involving compliance, validation, data management, and administration considerations.
• Assist commercial teams in positioning waters_connect and addressing competitive software discussions.

Demonstrations & Solution Consultation

• Deliver tailored waters_connect demonstrations aligned with customer workflows, challenges, and business objectives.
• Translate software capabilities into scientific, operational, compliance, and business value.
• Serve as a trusted resource for customer questions throughout the evaluation process.
• Support solution scoping, software configuration, and quoting activities.

Product & Field Alignment

• Serve as a liaison between waters_connect Product Management and the field organization.
• Communicate product updates, new features, release information, and best practices to commercial teams.
• Gather and communicate Voice of Customer feedback, market trends, and enhancement requests.
• Collaborate with Sales, ISS, Marketing, Product Management, and Professional Services to support successful waters_connect software opportunities.

Qualifications

Required

• Minimum of a Bachelor's degree in a scientific, technical, or related discipline; advanced degree in a scientific or related discipline preferred.
• 8+ years of experience in laboratory software, analytical instrumentation, mass spectrometry, laboratory informatics, scientific applications, or related technologies.
• Experience with waters_connect required; experience with UNIFI strongly preferred.
• Customer-facing experience in presales, applications, technical sales, or solution consulting roles.
• Strong presentation, communication, and problem-solving skills.
• Ability to explain complex technical concepts to scientific, technical, and business audiences.
• Understanding of LC and LC-MS workflows and laboratory operations.
• Ability to travel extensively throughout the United States and Canada (50-75%).

Preferred

• Experience or expertise in DMPK applications and workflows is strongly preferred.
• Experience with MassLynx, TargetLynx, or related scientific software platforms.
• Familiarity with regulated laboratory environments and compliance requirements.
• Knowledge of software deployment, upgrades, validation, data integrity, and laboratory informatics concepts.

Company Description

Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide. 

Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time.

Key Words

Laboratory Informatics software Technical presales Software Solution Consultant waters_connect UNIFI LC LC-MS Mass Spectrometry Solution Consulting Engineering Sales