Provide technical expertise during the pre-sales phase to help customers and business partners understand the value of Data Innovations products and ensure the solutions presented are aligned with the customers goals.
Drive sales support activities, including scoping estimates and statement of work documentation.
Serve as a primary liaison between sales and services to achieve consistent and timely delivery of project estimates and documents.
Provide technical oversight during the launch of new business partners to ensure that the solutions meet the requirements agreed upon during the sales process and help train the business partner to successfully adopt the solution (including writing rule sets, designing Workspaces and creating base configurations).
Serve as a subject matter expert in the implementation and use of Data innovations products including configuration, functionality, authoring decision support algorithms, autoverification system development practices, and value proposition.
Work with existing business partners to help develop new applications of Data Innovations products and services.
Develop and maintain an expert level understanding of the uses and functionality of Data Innovations products and the laboratory industry in North America (with potential expansion to worldwide regions).
Possess and maintain medical laboratory experience to include in-depth knowledge of IVD analyzers, LIS and EMR application requirements, technical specifications related to middleware interfaces, laboratory standalone and automated specimen routing and one or more laboratory disciplines (e.g. micro, clinical chemistry, molecular).
Advise customers and business partners on how to best use the products and services offered by Data Innovations.
Assess customer requirements and objectives and design and deliver tailored proof of concepts and technical demonstrations during the sales process.
Participate in RFP responses.
Maintain the demo database to include,collaborating with partners, regions, marketing, sales, and other parts of the organization.
Conduct detailed sales/technical training on DI products and solutions for internal and external stakeholders.
Develop strong relationships with customers,business partners and product management as a trusted advisor facilitating solution improvements.
Collaborate closely with product management to influence product roadmap based on the customer’s needs.
Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changing circumstances.
Maintain knowledge of competitive solutions to effectively address and dispel customer objections.
Other duties as assigned.
Requirements
Knowledge, Skills and Abilities:
Polished, confident communication and presentation skills. Able to communicate highly technical concepts and translate into simple business value.
Expert level knowledge and understanding of:
Medical laboratory operations and workflow associated with order generation and results production.
The roles of the laboratory information system(s), analytical and automation instrumentation and how they interoperate.
Clinical aspects of laboratory testing.
Excellent problem solving skills, including the ability to create solutions to problems identified while consulting with customers.
Satisfy travel requirements (Minimum 50% of travel required).
Education and/or Experience
Bachelor’s degree or 7 years relevant sales engineering experience.
Physical Requirements/Working Conditions: While performing duties of this job, the employee is predominately functioning in a sedentary light office position with high frequency of keyboarding, and computer use. This position has high travel requirements to customer sites; must be able to tolerate conditions associated with traveling and working in a laboratory setting.
Preferred skills and experience:
In addition to the above requirements, the ideal employee/candidate will have experience with the following:
Previous Sales/Consulting Experience.
Experience in providing customer demonstrations of products.
Working knowledge of Server, PC and network hardware.
Working knowledge of interfaces with analyzers, automation and Inofrmation Systems.
Completion of an Accredited Program in Medical Laboratory Technology and experience working as a Medical Technologist or Clinical Laboratory Scientist.
Supervision Level:
This person reports directly to the Manager, Commercial Operations.
