Thermo Fisher Scientific Technical Sales Specialist - Remote in Seattle, Washington

Job Description

When you join us at Thermo Fisher Scientific, you’ll be part of a smart, driven team that shares your passion for exploration and discovery. With revenues of $20 billion and the largest investment in R&D in the industry, we give our people the resources and opportunities to make significant contributions to the world.

Division Specific Information

The Digital Science Business Unit delivers market-leading laboratory and data management solutions. These solutions help our customers advance science, become more efficient, and improve their bottom lines. Our offerings shape the lab of the future, by accelerating innovation and driving productivity. In short, it's our goal to make labs work the way people think they do

with cloud-connected, instantaneous information, available seamlessly to scientists across the lab.

How will you make an impact?

The Technical Sales Specialist (TSS) is part of our commercial organization supporting the Digital Science portfolio which includes Platform for ScienceTM (PFS) software, LIMS, ELN and SDMS. The TSS will partner with the Commercial Team and is responsible for the technical part of sales activities for Thermo Scientific laboratory informatics solutions to specified academic, government or industrial accounts comprising the assigned territory.

In this role, you will manage the technical sales relationship with accounts and partners in the North America region focusing on growing current revenue streams and/or developing new revenue streams. The technical responsibility includes qualification, demonstration preparation, and delivery of demonstrations of Digital Science software portfolio for LIMS, ELN, SDMS, and workflow applications. You will analyze customer needs and requirements and will answer to the functional part of RFP / RFI (Request for Proposals and Request for Information) documentation received from customers.

What will you do?

  • Effectively demonstrate Thermo Fisher software product & services portfolio and their unique value in response to customer needs.

  • Provide pre-sales technical support to the North American field sales organization.

  • Prepare and deliver compelling, focused technical demonstrations.

  • Prepare and deliver focused Proofs of Concept (PoC).

  • Support the Sales Team with technical qualification assistance.

  • Gather, process, and disseminate competitive intelligence and market feedback.

  • Identify and interpret customers’ process requirements, shaping these requirements to fit the division’s capabilities and communicate these to customers.

  • Understand the generic strengths and vulnerabilities of major competitors and develops sales strategies to respond effectively with account managers.

  • Work closely with account managers to develop specific account growth strategy.

  • Partner with the Service Management team to ensure an effective, efficient and seamless transition to service operations upon completion of the sales process.

  • Qualify potential opportunities early in the sales cycle along with the account manager.

  • Respond to technical questions in RFP’s.

  • Participate in regional meetings to share best practice, and assist with technical training.

  • Develop and maintain demonstration systems by market. Share interesting/innovative technical developments with peers.

  • Present compelling value propositions to prospects and customers.

  • Communicate with Product Management and Development to provide field (customer) input on product features and feature prioritization requirements during product operational review meetings.

  • Communicate regularly with the account team to ensure that they are informed on significant product developments and customer issues.

How will you get here?

  • Bachelor’s Degree in Life Sciences or Chemistry, Bioinformatics, Biochemistry, Genomics or 5+ years of relevant experience.

  • 3+ years of sales experience in life science research industry serving academic, industrial, medical school, hospital, government, biotech and biopharmaceutical accounts.

  • Experience and knowledge of services business solutions/enterprise scientific software demonstrations.

  • Experience with protein chemistry, molecular biology, immunology, cell biology via prior work experience and education preferred.

  • Experience selling enterprise software in the biopharma market preferred.

Knowledge, Skills, Abilities

  • Demonstrated excellence in the following areas: Oral and written communication, Selling, Interpersonal and listening skills, and Accurate forecasting.

  • Ability to effectively network in and outside of the company.

  • Organized, detail oriented, and results driven.

  • Overnight travel up to 25-35% of the time based upon territory.

  • Familiarity with commercial operations in complex sales cycles.

  • Fluent in English (Spanish or French is a plus, but not a requirement).

  • Ability to develop high levels of credibility and positive professional relationships with customers, peers, and upper management.

  • Ability to perform in the following areas: Product Demonstration, Product Configuration, Managing Technical Expectations, Positioning and Leveraging Internal Resources.

At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission-enabling our customers to make the world healthier, cleaner and safer.

If you are an individual with a disability who requires reasonable accommodation to complete any part of our application process, click here at for further assistance.

Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.