Summary

Our Enterprise Transformation team is on a mission to improve business outcomes and employee experiences by driving step-change improvements in critical enterprise processes, and the technology and analytics supporting these. As a Sr. Principal, Lifecycle Program Lead, you will be responsible for delivering transformative improvements in enterprise Instrument Replacement capabilities, defining and scaling a consistent, data driven approach to managing instrument lifecycle replacement across business units, regions, and commercial motions. This role is accountable for end-to-end replacement excellence, supporting the commercial teams with installed base intelligence, replacement strategy and playbooks to improve commercial execution, governance model, and value realization. Partnering with global sales leadership, commercial excellence, finance, IT, and operations, the desired business outcomes include translating lifecycle strategy into repeatable operating models that improve revenue retention, revenue growth and customer loyalty.

Job description

Overview

Our Enterprise Transformation team is on a mission to improve business outcomes and employee experiences by driving step-change improvements in critical enterprise processes, and the technology and analytics supporting these. As a Sr. Principal, Lifecycle Program Lead, you will be responsible for delivering transformative improvements in enterprise Instrument Replacement capabilities, defining and scaling a consistent, data driven approach to managing instrument lifecycle replacement across business units, regions, and commercial motions. This role is accountable for end-to-end replacement excellence, supporting the commercial teams with installed base intelligence, replacement strategy and playbooks to improve commercial execution, governance model, and value realization. Partnering with global sales leadership, commercial excellence, finance, IT, and operations, the desired business outcomes include translating lifecycle strategy into repeatable operating models that improve revenue retention, revenue growth and customer loyalty.

Enterprise Instrument Replacement strategy

Collaborate with commercial leadership and functional SMEs in the definition of the enterprise instrument replacement strategy, ensuring a consistent, scalable approach across regions, product lines, and customer segments
Lead gap analysis, future-state model for replacement timing logic, segmentation, and prioritization frameworks anchored in installed base health, service signals, technology evolution, and customer value
Facilitate cross-functional working sessions to define clear principles for repair vs. replace, upgrade pathways, and trade-in / migration models ensuring consistency while allowing business unit flexibility

End-to-End Lifecycle model design

Collaborate with commercial leadership and functional SMEs to design and support governing the future-state replacement operating models, including installed base intelligence and lifecycle triggers, commercial plays and GTM motions, and pricing guidance
Ensure replacement programs are simple to understand, easy to deploy, and measurable, enabling effective adoption by business units

Cross-Functional Leadership & Governance

Lead cross-functional collaboration across Sales, Service, Commercial Excellence, Product Management, Finance, IT, and Analytics
Facilitate executive alignment and decision making by clearly articulating trade-offs, value cases, and risks
Define success metrics, KPIs, and partner with stakeholders to support governance, operating cadence for instrument replacement excellence

Digital, Data & Analytics Enablement

Partner with the Commercial Operations and Customer 360 teams to ensure accurate and actionable installed base visibility
Embed lifecycle and replacement triggers into CRM and analytics platforms
Enable consistent tracking of replacement opportunities, conversion, and value realization

Value Realization & Continuous Improvement

Define and track enterprise-level impact of instrument replacement initiatives on revenue retention and growth, margin and asset productivity, and customer experience and loyalty
Identify systemic bottlenecks and improvement opportunities, partnering with business units to address them
Scale best practices globally while enabling regional and segment-specific execution flexibility

Requirements

Bachelor's degree in business, Engineering, Economics, or a related field
12+ years of experience in lifecycle management, commercial excellence, sales operations, service operations, or enterprise transformation
Proven experience leading complex, cross-functional programs in a global, multi-BU environment
Strong understanding of installed base management and asset lifecycle concepts
Strong understanding of commercial motions supporting replacement, upgrades, and renewals
Strong understanding of sales and service operating models
Experience working with CRM, installed base, and analytics platforms (e.g., Salesforce or similar)
Demonstrated ability to influence without authority and drive alignment across senior stakeholders
Strong analytical mindset with the ability to translate strategy into execution
Lean / continuous improvement experience a plus
Results-oriented, with a strong sense of ownership and urgency

Company overview

Waters Corporation is a global leader in analytical instruments, separations technologies, and software solutions serving the life, materials, food, and environmental sciences industries. Founded in 1958 and headquartered in Milford, Massachusetts, the company specializes in high-performance liquid chromatography (HPLC), ultra-performance liquid chromatography (UPLC), mass spectrometry systems, and laboratory informatics software. With approximately 7,600 employees worldwide, Waters provides critical analytical tools that enable pharmaceutical companies, research institutions, and quality control laboratories to ensure drug safety, food purity, and environmental monitoring. The company's innovative technologies support scientific discovery, product development, and regulatory compliance across multiple sectors, making it an essential partner for laboratory-dependent organizations seeking to advance scientific understanding and improve human health through precise measurement and analysis.