Technical Sales Specialist Jobs in California
Technical Sales Specialist jobs in California are among the most active in the country, concentrated in semiconductor, enterprise software, medical devices, and industrial automation sectors across every seniority level from associate to senior solutions engineer. The heaviest hiring happens in the San Francisco Bay Area, San Diego, and Los Angeles, where companies like Cisco, Thermo Fisher Scientific, and Siemens maintain large California operations and routinely recruit technical sales talent. Cloud infrastructure, life sciences instrumentation, and cybersecurity solutions are the sub-areas drawing the most consistent demand right now. Find a role that fits below and apply directly.
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Showing 5 of 18+ Technical Sales Specialist jobs
Job ID
R-547383
Category
Sales Support
Location
Multiple Locations
As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
We are the people who give possibilities purpose
Job Description
Role Summary
Demonstrate the science. Shape the solution. Accelerate the win.
At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions.
This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making.
This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.
This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.
Role Purpose
As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.
Key Responsibilities
Technical Leadership & Customer Engagement
- Lead deep technical discovery to uncover explicit and latent customer needs
- Deliver compelling, application-focused demonstrations that connect science to value
- Act as a trusted advisor to scientific stakeholders, building credibility and influence
- Translate complex workflows into clear, outcome-driven solutions
Solution Development & Positioning
- Design and position integrated solutions across instruments, consumables, and software
- Align technical solutions to customer workflows, challenges, and success criteria
- Articulate differentiated value in competitive situations
- Reduce perceived risk and accelerate customer confidence in decision-making
Opportunity Support & Deal Advancement
- Partner with Account Managers to shape and execute winning opportunity strategies
- Support qualification, progression, and closing of complex instrument deals
- Strengthen technical validation throughout the sales cycle
- Anticipate and address technical objections with precision and authority
Competitive & Market Expertise
- Maintain deep knowledge of technologies, applications, and competitive landscape
- Position Waters solutions effectively to win against competitors
- Provide field-driven insights to inform product, marketing, and commercial strategy
Cross-Functional Collaboration
- Collaborate with Applications Scientists, Service, Marketing, and Product teams
- Align internal expertise to deliver seamless, high-value customer engagement
- Contribute to a high-performance team culture focused on winning
What Success Looks Like
- Improves instrument win rates in competitive opportunities
- Accelerates complex sales cycles through technical influence
- Builds strong customer confidence in Waters solutions
- Increase conversion of qualified opportunities to closed business
- Strengthens technical differentiation in the marketplace
- Enables territory and account growth through effective partnership with Account Managers
- Recognized as a trusted technical expert by customers and internal teams
Qualifications & Experience
Required
- Bachelor’s degree in life sciences or related scientific field
- Experience in technical sales, applications, laboratory, or scientific roles
- Strong presentation and customer-facing communication skills
- Demonstrated ability to translate technical concepts into customer value
- Willingness to travel within assigned territory
Preferred
- Experience with analytical instrumentation platforms
- Background in flow cytometry or related applications
- Experience supporting capital equipment or complex solution sales
- Experience engaging both scientific and business stakeholders
- Familiarity with CRM tools and structured sales processes
Work Environment & Travel
- Field-based role requiring frequent customer interaction
- Travel up to ~50–60% within assigned territory
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.
As part of Waters, you will:
- Work with a highly differentiated, market-leading technology portfolio
- Partner with world-class scientists and commercial leaders
- Engage in cutting-edge applications and customer environments
- Directly influence high-value commercial outcomes through your expertise
Who Thrives in This Role
- Technical experts who enjoy influencing outcomes, not just supporting them
- High performers driven by impact, credibility, and continuous learning
- Individuals who combine scientific depth with commercial awareness
- Problem solvers who thrive in complex, competitive environments
- Strong collaborators who elevate team performance
Who This Role Is Not For
- Individuals who prefer purely technical roles without customer interaction
- Those uncomfortable with accountability to commercial outcomes
- Candidates who rely on scripted or transactional engagement
- Individuals who struggle in fast-paced, performance-driven environments
Compensation
The expected compensation range for this role is $95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs
- Adoption assistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
Primary Work Location
USA CA - Milpitas
Additional Locations
USA NJ - Franklin Lakes
Work Shift
At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.
Salary Range Information
$95,600.00 - $153,000.00 USD Annual
Job ID
R-547383
Category
Sales Support
Location
Multiple Locations
As a result of the combination of the BD Biosciences and Diagnostic Solutions business with Waters Corporation (NYSE: WAT), by applying to this role, you will be applying for a position with Waters. Waters is a global leader in life sciences, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, Waters’ innovative portfolio harnesses deep scientific expertise across biology, chemistry, and physics. Waters collaborates with analytical laboratories around the world to advance the release of effective, high-quality medicines, assure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combatting growing antibiotic resistance. Through a shared culture of relentless innovation, Waters’ passionate team of approximately 16,000 colleagues partner with customers to turn scientific challenges into breakthroughs that improve lives worldwide.
We are the people who give possibilities purpose
Job Description
Role Summary
Demonstrate the science. Shape the solution. Accelerate the win.
At Waters, Instrument Technical Sales Specialists are the technical engine behind commercial success—operating at the intersection of deep scientific expertise, customer insight, and strategic deal execution. You will partner closely with Account Managers to influence complex instrument sales by translating customer challenges into differentiated, high-value solutions.
This role goes beyond demonstrations. It requires the ability to uncover implicit needs, design impactful workflows, and position Waters’ technology with authority and credibility. You will play a decisive role in competitive scenarios, building confidence, reducing risk, and accelerating customer decision-making.
This field-based, remote position requires regular in-person customer engagement across the Mid-Atlantic territory. To effectively perform the essential functions of the role, the employee is expected to maintain residency within the assigned commercial territory.
This is a high-visibility, high-impact role where technical excellence, commercial awareness, and execution discipline directly influence revenue outcomes.
Role Purpose
As part of the Waters Biosciences division, drive instrument revenue growth by providing technical leadership across the sales cycle—supporting opportunity qualification, shaping solution strategy, and delivering compelling technical engagement that differentiates Waters in the market.
Key Responsibilities
Technical Leadership & Customer Engagement
- Lead deep technical discovery to uncover explicit and latent customer needs
- Deliver compelling, application-focused demonstrations that connect science to value
- Act as a trusted advisor to scientific stakeholders, building credibility and influence
- Translate complex workflows into clear, outcome-driven solutions
Solution Development & Positioning
- Design and position integrated solutions across instruments, consumables, and software
- Align technical solutions to customer workflows, challenges, and success criteria
- Articulate differentiated value in competitive situations
- Reduce perceived risk and accelerate customer confidence in decision-making
Opportunity Support & Deal Advancement
- Partner with Account Managers to shape and execute winning opportunity strategies
- Support qualification, progression, and closing of complex instrument deals
- Strengthen technical validation throughout the sales cycle
- Anticipate and address technical objections with precision and authority
Competitive & Market Expertise
- Maintain deep knowledge of technologies, applications, and competitive landscape
- Position Waters solutions effectively to win against competitors
- Provide field-driven insights to inform product, marketing, and commercial strategy
Cross-Functional Collaboration
- Collaborate with Applications Scientists, Service, Marketing, and Product teams
- Align internal expertise to deliver seamless, high-value customer engagement
- Contribute to a high-performance team culture focused on winning
What Success Looks Like
- Improves instrument win rates in competitive opportunities
- Accelerates complex sales cycles through technical influence
- Builds strong customer confidence in Waters solutions
- Increase conversion of qualified opportunities to closed business
- Strengthens technical differentiation in the marketplace
- Enables territory and account growth through effective partnership with Account Managers
- Recognized as a trusted technical expert by customers and internal teams
Qualifications & Experience
Required
- Bachelor’s degree in life sciences or related scientific field
- Experience in technical sales, applications, laboratory, or scientific roles
- Strong presentation and customer-facing communication skills
- Demonstrated ability to translate technical concepts into customer value
- Willingness to travel within assigned territory
Preferred
- Experience with analytical instrumentation platforms
- Background in flow cytometry or related applications
- Experience supporting capital equipment or complex solution sales
- Experience engaging both scientific and business stakeholders
- Familiarity with CRM tools and structured sales processes
Work Environment & Travel
- Field-based role requiring frequent customer interaction
- Travel up to ~50–60% within assigned territory
Why Waters
Waters plays a critical role in advancing scientific discovery and improving human health. Our teams partner with leading organizations across Pharma, Biotech, Academic, and Government sectors to solve complex challenges.
As part of Waters, you will:
- Work with a highly differentiated, market-leading technology portfolio
- Partner with world-class scientists and commercial leaders
- Engage in cutting-edge applications and customer environments
- Directly influence high-value commercial outcomes through your expertise
Who Thrives in This Role
- Technical experts who enjoy influencing outcomes, not just supporting them
- High performers driven by impact, credibility, and continuous learning
- Individuals who combine scientific depth with commercial awareness
- Problem solvers who thrive in complex, competitive environments
- Strong collaborators who elevate team performance
Who This Role Is Not For
- Individuals who prefer purely technical roles without customer interaction
- Those uncomfortable with accountability to commercial outcomes
- Candidates who rely on scripted or transactional engagement
- Individuals who struggle in fast-paced, performance-driven environments
Compensation
The expected compensation range for this role is $95,600.00 - 153,000.00 USD Annual. Final compensation will be determined based on experience, skills, and geographic location.
Equal Opportunity
Waters is an Equal Opportunity Employer committed to building an inclusive workplace that empowers all employees to thrive.
At BD, we prioritize on-site collaboration because we believe it fosters creativity, innovation, and effective problem-solving, which are essential in the fast-paced healthcare industry. For most roles, we require a minimum of 4 days of in-office presence per week to maintain our culture of excellence and ensure smooth operations, while also recognizing the importance of flexibility and work-life balance. Remote or field-based positions will have different workplace arrangements which will be indicated in the job posting.
For certain roles at BD, employment is contingent upon the Company’s receipt of sufficient proof that you are fully vaccinated against COVID-19. In some locations, testing for COVID-19 may be available and/or required. Consistent with BD’s Workplace Accommodations Policy, requests for accommodation will be considered pursuant to applicable law.
At BD, we are committed to supporting our associates’ well-being, development, and success through a performance-based culture. For this position, BD offers a competitive compensation package along with the following benefits specific to this role:
Health and Well-being Benefits
- Medical coverage
- Health Savings Accounts
- Flexible Spending Accounts
- Dental coverage
- Vision coverage
- Hospital Care Insurance
- Critical Illness Insurance
- Accidental Injury Insurance
- Life and AD&D insurance
- Short-term disability coverage
- Long-term disability insurance
- Long-term care with life insurance
Other Well-being Resources
- Anxiety management program
- Wellness incentives
- Sleep improvement program
- Diabetes management program
- Virtual physical therapy
- Emotional/mental health support programs
- Weight management programs
- Gastrointestinal health program
- Substance use management program
- Musculoskeletal surgery, cancer treatment, and bariatric surgery benefit
Retirement and Financial Well-being
- BD 401(k) Plan
- BD Deferred Compensation and Restoration Plan
- 529 College Savings Plan
- Financial counseling
- Baxter Credit Union (BCU)
- Daily Pay
- College financial aid and application guidance
Life Balance Programs
- Paid time off (PTO), including all required State leaves
- Educational assistance/tuition reimbursement
- MetLife Legal Plan
- Group auto and home insurance
- Pet insurance
- Commuter benefits
- Discounts on products and services
- Academic Achievement Scholarship
- Service Recognition Awards
- Employer matching donation
- Workplace accommodations
Other Life Balance Programs
- Adoption assistance
- Backup day care and eldercare
- Support for neurodivergent adults, children, and caregivers
- Caregiving assistance for elderly and special needs individuals
- Employee Assistance Program (EAP)
- Paid Parental Leave
- Support for fertility, birthing, postpartum, and age-related hormonal changes
Leave Programs
- Bereavement leaves
- Military leave
- Personal leave
- Family and Medical Leave (FML)
- Jury and Witness Duty Leave
Why Join Us?
To find purpose in the possibilities, we need people who can see the bigger picture, who understand the human story that underpins everything we do. We welcome people with the imagination and drive to help us reinvent the future of healthcare. At BD, you’ll discover a culture in which you can learn, grow and thrive.
We believe that when people connect in person, we learn faster, collaborate more deeply, and build a stronger culture. Join us and enjoy a culture where face-to-face collaboration supports your learning, your progress, and your success.
Primary Work Location
USA CA - Milpitas
Additional Locations
USA NJ - Franklin Lakes
Work Shift
At BD, we reward, support and develop our associates through our comprehensive Total Rewards program. We are committed to attracting and retaining high quality talent by providing reward and recognition opportunities that promote a performance-based culture, as well as a competitive package of compensation and benefits programs. You can learn more on our career site under "Our Commitment to You."
Our salary or hourly rate ranges reward associates fairly and competitively. We regularly review these ranges and factors, such as location, contribute to the range displayed.
Our pay is based on the role and the necessary skills and education to perform it successfully. The salary or hourly rate offered is determined by the role's specific requirements, including any applicable step rate pay system at the work location. Salary or hourly pay ranges are influenced by labor laws and Collective Bargaining Agreement (CBA) requirements applicable to the work location which may also affect the workplace arrangement of the role.
Salary Range Information
$95,600.00 - $153,000.00 USD Annual
See All 18 Technical Sales Specialist Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
Find JobsTechnical Sales Specialist Jobs by City in California
Where California roles are concentrated, by current openings.
Technical Sales Specialist Job Market in California
A snapshot from current California openings, updated as new roles post.
Who's Hiring
- BD5
- Meta3
- Sartorius3
- Fivetran2
- Anthropic, Pbc1
Top Industries Hiring
- Technology & Software6
- Education5
- Science & Research4
- Biotechnology & Pharmaceuticals1
- Healthcare & Medical Services1
What California Employers Look For
The qualifications that appear most often in technical sales specialist jobs across California.
- Bachelor's degree in engineering, computer science, life sciences, or a closely related technical field
- Demonstrated experience presenting and closing complex technical solutions to business buyers
- Familiarity with CRM platforms such as Salesforce for managing pipeline and activity reporting
- Ability to conduct product demonstrations and proof-of-concept engagements at customer sites
- Strong written and verbal communication skills for translating technical concepts to non-technical stakeholders
- Willingness to travel within an assigned California territory to support customer meetings and events
Technical Sales Specialist Jobs in California: Frequently Asked Questions
How do you become a technical sales specialist in California?
Most technical sales specialists in California enter the field with a bachelor's degree in engineering, computer science, biology, or another technical discipline, which provides the product fluency employers expect. California does not require a state-issued license specifically for technical sales, but roles in medical devices may require familiarity with FDA regulatory basics, and those in security systems can require a California Alarm Company Employee Registration. Many candidates move into the role from adjacent positions such as applications engineer, field service technician, or product support specialist.
How much do technical sales specialists make in California?
Technical sales specialists in California earn a median of about $139,160 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $78,850 for the lowest 10% to over $213,370 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire technical sales specialists in California?
Employers hiring technical sales specialists in California right now include BD, Meta, and Sartorius, based on current listings on Migrate Mate as of June 2026. California's density of technology headquarters, medical device manufacturers, and defense contractors means openings appear across a wide range of industries and company sizes throughout the state.
Which California cities have the most technical sales specialist jobs?
San Francisco, Milpitas, and Bay Area have the most technical sales specialist openings in California. The Bay Area's concentration of enterprise software and semiconductor companies drives the largest share of postings, while San Diego's life sciences and defense corridor and Los Angeles's aerospace and industrial base create steady demand in those metros as well.
Are there remote technical sales specialist jobs in California?
Yes, but they are less common than in purely desk-based roles because technical sales work often requires on-site demonstrations, customer visits, and hands-on product evaluations. About 39% of technical sales specialist openings tied to California are remote or hybrid as of June 2026, with remote arrangements most frequently offered for inside sales or pre-sales engineering functions that rely on virtual product presentations rather than field visits.
How can I get hired as a technical sales specialist in California with little or no experience?
The most realistic entry path is through a sales development representative or inside sales associate role at a California technology or life sciences company, which provides structured deal-cycle exposure before moving into a full technical sales position. Companies like Cisco, Agilent Technologies, and Edwards Lifesciences run formal associate or rotational programs for recent graduates. A relevant engineering or science degree, an industry certification such as CompTIA or a vendor-specific credential, and a portfolio of technical projects or internships all strengthen a candidacy considerably.
Where can I find and apply to technical sales specialist jobs in California?
You can find and apply to technical sales specialist jobs in California on Migrate Mate, which lists current California openings across industries and metro areas. Search the roles available, identify the ones that match your background and target territory, and apply directly to the positions that fit.
See All 18 Technical Sales Specialist Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
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