Principal Informatics Sales Development Specialist

Overview

Waters is seeking a highly motivated Principal Presales Consultant,  to serve as the North American software expert for the on-premises  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  opportunities from evaluation through close. The successful candidate will provide software demonstrations, technical consultation, and expertise in  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  software discussions, build confidence in the  platform and its applications, and serve as a key liaison 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  laboratory software platform for LC and LC-MS applications, supporting commercial teams across the United States and Canada.

Support  software opportunities from evaluation through opportunity closure.

Participate in customer discovery discussions to understand workflow, business, and technical requirements.

Provide guidance on  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  and addressing competitive software discussions.

Demonstrations & Solution Consultation Deliver tailored  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  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  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  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 Mass Lynx, Target Lynx, 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…