Job Title: Solution Sales Specialist, protocols.io
Location: New York (Hybrid Working Model)
About Springer Nature
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At Springer Nature, we recognize that great talent develops through many different paths. We encourage applications from individuals with strong transferable skills, provided they are supported by relevant experience that shows how those skills have been successfully applied in practice. Our hiring approach balances skills, experience, and potential to ensure each role is fulfilled with both short term effectiveness and long term growth in mind.
About the Role
Founded in 2012, protocols.io has emerged as a leader in scientific protocols and methods management. Our intelligent methods management solution academic and corporate researchers to manage the entire experimental workflow.
Join protocols.io, now part of Springer Nature, and be at the forefront of scientific research and innovation. We're hiring a Solution Sales Specialist in our New York office.
As a Solution Sales Specialist, you will play a key role in accelerating our revenue growth by winning new customers. Therefore we’re looking for a proactive, sales-driven individual who can navigate complex sales cycles and build relationships with key stakeholders. You'll join a global team, collaborating closely with protocols.io product experts, other Solution Specialists, and Marketing.
Responsibilities
Drive new sales generation for protocols.io by identifying and pursuing opportunities within research-intensive academic, biotech, pharmaceutical, and corporate organizations.
Apply market intelligence and business insights to understand customer priorities, industry trends, and competitive dynamics, enabling effective opportunity qualification and territory planning.
Build and manage relationships with multiple customer stakeholders, including Core Facility Managers, Vice Presidents of Research, R&D leadership, and IT teams, to advance opportunities and support successful outcomes.
Secure meetings with senior decision-makers and key influencers through proactive business development activities and a customer-focused approach to engagement.
Utilize a consultative selling approach to understand research workflows, operational challenges, and decision-making criteria, tailoring solutions to meet customer needs and objectives.
Demonstrate deep product and service knowledge to clearly articulate the value of protocols.io's workflow and methods management solutions, connecting capabilities to customer goals and desired outcomes.
Deliver compelling presentations, discovery sessions, and product demonstrations, communicating effectively with both technical and non-technical stakeholders and confidently addressing objections.
Collaborate closely with Product Management, Marketing, and Sales teams to share customer insights, align commercial strategies, and support business growth initiatives.
Compete successfully against alternative solutions by leveraging strong persuasion and negotiation skills to differentiate protocols.io's value proposition and gain stakeholder buy-in.
Manage opportunities throughout the sales cycle, maintaining a results-driven focus on achieving revenue targets, advancing pipeline activity, and closing new business.
Experience, Skills & Qualifications:
Master's degree in a Life Sciences, Natural Sciences, or related discipline preferred.
3+ years of successful solution sales experience selling software, SaaS, research databases, laboratory informatics, or scientific workflow solutions to academic customers; experience selling to corporate research organizations is a plus.
Demonstrated success in new customer acquisition, including prospecting, cold outreach, pipeline generation, and converting opportunities into new business.
Proven ability to secure and lead meetings, presentations, and product evaluations with senior research leaders and diverse stakeholder groups, guiding customers through complex decision-making processes.
Experience managing multiple stakeholders throughout the sales cycle, including researchers, Core Facility Managers, laboratory operations teams, research leadership, procurement, and IT decision-makers.
Strong consultative selling skills with the ability to uncover customer challenges, understand decision criteria, and align solutions to research, operational, and business needs.
Ability to communicate effectively and build credibility with scientific and non-scientific audiences, including delivering compelling product demonstrations and addressing customer objections.
Experience negotiating commercial agreements and successfully driving opportunities through to close, while identifying opportunities for renewals, account growth, and upselling.
Understanding of experimental workflows, laboratory operations, and common challenges within wet-lab research environments is highly desirable.
Experience selling to universities, research institutions, government organizations, core facilities, or research-intensive corporate environments is strongly preferred.
Familiarity with electronic laboratory notebooks (ELNs), scientific workflow platforms, research software, laboratory informatics solutions, or similar technologies is an advantage.
Self-motivated, entrepreneurial, and results-oriented, with strong time-management skills, a continuous learning mindset, and the ability to thrive in a fast-paced growth environment.
What you can expect from us
Working for a global, innovative company
Competitive salary and bonus plan
Professional onboarding program with extensive product learning and sales training
Extensive online resources to assist with your self-development
Result-driven and cooperative environment
Excellent team support and sales focused coaching on the job
Springer Nature US provides a comprehensive and competitive benefits package which includes the benefit offerings listed below:
Medical, Dental and Vision
401(k) with company match and contribution
Hybrid office working policy, Summer Hours, and paid time off
Flexible Spending and Commuter programs
Multiple Life insurance options
Disability coverage
Tuition Assistance
Voluntary benefits: Identity Theft Protection, Pet Insurance, and Legal Assistance Insurance
Employee Assistance Program
Family-friendly benefits and a variety of employee discounts
An array of Employee Social Networks
US Annualized Base Salary Range: $100,000 - $110,000. This role is eligible for an annual sales bonus plan. The salary offer may vary based on work experience, education, skill level, and equity. The US salary range does not align with the salary ranges in other countries when converted to the currency of that country.
Springer Nature is an Equal Opportunity Employer that complies with the laws and regulations set forth in the following https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf poster.
At Springer Nature, our mission is to be part of progress – and that begins with inclusion: of people, perspectives, and ideas. We believe that diverse perspectives drive progress, and we are committed to creating an environment where people and ideas can flourish. If you have any access needs related to disability, neurodivergence or a chronic condition, please contact us so we can make all necessary accommodation. Find out more about our DEI work here: https://group.springernature.com/gp/group/taking-responsibility/diversity-equity-inclusion
For more information about career opportunities in Springer Nature please visit https://springernature.wd3.myworkdayjobs.com/SpringerNatureCareers/
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Skills Required
- 3+ years of solution selling experience to academic or corporate customers
- Master's degree in a natural science field
- Excellent communication skills
- Trained in a solution selling methodology
- Self-motivated and results-driven
What We Do
Research and learning are the cornerstones of progress, which is why we open doors to discovery for our communities, enabling millions of researchers, clinicians, educators and other professionals to access, trust and make sense of the latest insights. Springer Nature is an ambitious and dynamic organisation. For over 180 years our imprints, books, journals, platforms, and technology solutions have been a trusted source of knowledge to our communities. Today, more than ever, we see it as our responsibility to ensure that fundamental knowledge can be found, verified, understood, and used, ensuring that the world continues to make progress, improving and enriching lives and helping to protect our planet for future generations. Global key facts: Established for over 180 years Nearly 10,000 colleagues 200 offices in 45 countries on all continents World’s largest academic book publisher Publisher of Nature, the world’s most influential journal First company to publish more than 1 million Open Access articles Key brands and imprints: Springer Nature is home to some of the best-known names in research, health, educational and professional publishing. Every day, around the globe, our brands reach millions of people. Nature Springer BMC Palgrave Macmillan Apress Macmillan Education Scientific American Springer Healthcare Springer Medizin Research Square J.B. Metzler BSL Adis
