Overview:
As Waters accelerates its cloud transformation and strengthens its industry leading Informatics portfolio, a dedicated leader is needed to drive execution, revenue growth, and customer engagement in the Americas. This leader will be responsible for scaling Waters' informatics organization in the Americas and ensuring strong alignment with other regions, ultimately addressing customer needs and driving the adoption of our cloud-based solutions.
Responsibilities:
Lead Global Informatics Execution
* The Americas region has the largest opportunity and therefore drives much of the global strategy for Waters' informatics business.
* Direct accountability for Americas revenue targets and pipeline growth, with dotted line oversight to regional execution in EMEA and APAC.
* Establish and execute processes to optimize lead generation, deal closure, and expansion opportunities.
Build and Oversee a High-Performing Informatics Organization
* Lead and scale the Americas informatics team, ensuring alignment with other regions and Waters' broader commercial objectives.
* Oversee and integrate the efforts of:
* Customer Success Managers (CSMs): Drive adoption, retention, and expansion of our informatics solutions.
* Inside Sales Representatives: Manage inbound leads, renewals, and SMB accounts.
* Sales Engineers: Provide technical pre-sales support and drive customer engagement.
* Deal Desk & SaaS Contracting: Develop streamlined SaaS contracting and pricing approval processes.
* Sales Forecasting & Operations: Establish accurate forecasting methodologies to drive predictability and growth.
* Field Marketing: Align regional marketing efforts with sales initiatives to accelerate pipeline development.
* Professional Services: Ensure successful implementation and integration of informatics solutions, driving customer satisfaction and long-term success.
Drive Enablement & Cloud Adoption
* Implement best-in-class enablement programs to equip teams with knowledge, tools, and training on cloud-based informatics solutions.
* Develop strategic initiatives to accelerate the adoption of Waters' cloud and SaaS offerings.
Strategic Customer Engagement & Partnerships
* Establish and maintain relationships with key customers, ensuring a deep understanding of their informatics needs and compliance requirements.
* Partner with strategic accounts, industry groups, and ecosystem partners (LIMS, ELN, automation vendors) to drive market penetration.
Qualifications:
* 10+ years of experience in global software or informatics leadership.
* Strong understanding of laboratory informatics, including LIMS, ELN, and Chromatography Data Systems (CDS).
* Proven track record of scaling teams and driving revenue growth in a cloud-based or SaaS environment.
* Experience managing customer success, inside sales, sales engineering, deal desk functions, and professional services.
* Expertise in SaaS contracting, forecasting, and operations.
* Strong leadership and cross-functional collaboration skills.
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