Instrument Technical Sales Specialist; TSS

Description 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 is a high‑visibility, high‑impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.

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.

• 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

• 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

• 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

• 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

• 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

• Improves instrument win rates in competitive opportunities
• Accelerates complex sales cycles through technical influence
• Builds strong customer confidence in Waters solutions
• Increases 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

• 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

• 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

• Field‑based role requiring frequent customer interaction
• This field‑based, remote position requires regular in‑person customer engagement across the New England territory (MA, RI, NH, VT, ME). To effectively perform the essential functions of the role,…