Solution Consultant - Business Value

We are rebuilding biotech for the AI era.

When a breakthrough is delayed, the world waits. Getting a molecule from discovery to patients, or a crop from lab to field, involves thousands of slow, manual, disconnected steps. AI has the potential to change this, compressing decades of R&D work into years. But that only happens when clean, structured scientific data and AI are built into how science gets done.

Benchling is the AI platform for biotech R&D. Scientists use Benchling to design experiments, capture structured data, and run AI agents and models directly in their workflows. Over 200,000 scientists around the world trust Benchling to power their most important work, from academic labs to Sanofi, Moderna, and more than half of the world's top 50 biopharma.

ROLE OVERVIEW

The Solution Consultant - Business Value (SCBV) ensures that Benchling’s top customers get a solution that meets their needs precisely and delivers value aligned to the customer's business priorities. Their primary focus will be to engage with customers and executives to help articulate the tangible, strategic, and financial impact that Benchling can deliver to their organizations. SCBV deliverables will ultimately drive the customer’s decision on whether or not Benchling is selected as their solution.

SCBVs will have a strong executive presence and must have prior successful executive interaction. They are particularly adept at combining an in-depth understanding of the scientific and technical challenges with a customer’s business needs to define a tailored solution and the specific benefits of adopting Benchling across the organization. Often the use cases will be new, variable, and complex, and will require creativity in developing new solutions, business cases, and ways of engaging.

SCBVs are also responsible for defining the value journey of our customers in partnership with cross functional stakeholders in sales, solutions consulting, professional services, and customer success. This encompasses both enabling teams on value frameworks as well as developing tools and reusable assets. In addition, SCBVs stay informed about industry trends, competitive landscape, and emerging technologies. 

RESPONSIBILITIES

• Drive growth in our enterprise and strategic customers by leading solution & value assessments during the sales process:

  • Coordinate cross functional teams (sales, solutions consulting, product, and professional services) to execute assessments with speed and quality.

  • Build a deep understanding of the customer’s business needs through meticulous discovery and creatively adapt assessment framework to meet customer’s decision process

  • Create and present executive-level deliverables that capture current state analysis and future state recommendations using leading practices and bridging customer challenges to Benchling capabilities and identified value

  • Maintain open, proactive communication and documentation of engagement progress, meetings, deliverables, stakeholders, and key decisions.

• Develop methodologies to quantify strategic, operational, and financial metrics for customers and use these metrics to clearly demonstrate the measurable value Benchling delivers

• Create reusable assets to drive the adoption of Benchling’s value framework in the end-to-end customer journey in partnership with cross functional stakeholders (solutions consulting, professional services, and customer success)

• Provide thought leadership about industry trends, competitive landscape, and emerging technologies. Use this knowledge to effectively position Benchling and identify opportunities for differentiation.

• Share insights and feedback from customer interactions to the product and marketing teams to help refine Benchling's offerings and messaging.

QUALIFICATIONS

• It is highly preferred that candidates have 5-10 years experience in a scientific domain - particularly biologics, industrial biotech, or early/late development.

• Ideal candidates will have a Masters or PhD in a scientific field or work experience that