National Account Director, Health Systems

Company Description

DNAnexus is the enterprise platform for precision health.  We are on a mission to accelerate the development, approval and delivery of personalized treatments.

Building on 15 years of bioinformatics innovation and genomics expertise, DNAnexus provides the cloud platform that centralizes and enriches multimodal omics data, supports an extensive suite of informatics use cases, and allows secure collaboration across the care continuum.  DNAnexus powers a connected ecosystem trusted by the world’s precision health leaders.  This flexible ecosystem makes omics and real-world data accessible, actionable, and secure, while unlocking insights that improve patient lives. For more information visit www.dnanexus.com or follow @DNAnexus on social media.

As we pursue these goals, it remains essential to us that we stay grounded in our values and adhere to the highest standards.  At DNAnexus, you will be joining an ambitious, supportive, and driven team with diverse backgrounds but a shared passion to deliver on our mission to make personalized medicine a reality for all.

Job Description

The National Account Director (NAD) - Health Systems is a field-based, individual sales contributor role. The NAD is responsible for sales activity related to the successful outreach, development, and closure of DNAnexus business focused on accelerating research involving genomic and phenotypic/clinical data within the assigned geographic territory and named accounts. Focus will be placed on generating new business while growing and maintaining existing customer accounts. Experience selling complex technology solutions into health systems, academic medical research environments and independent research institutes is key to being successful in this role. A working understanding of how digital transformation, including genomic, diagnostic, and other novel data can be integrated into clinical workflows. The candidate should have a working understanding of how the introduction of innovation impacts the quadruple aim of healthcare, and be able to articulate the practicalities of the research grant application process - both from public and private funds. 

Role Responsibilities

• Work collaboratively with DNAnexus’ Health Systems General Management, solution science, and marketing organizations to build, and execute, a successful business plan for your assigned territory
• Actively engage assigned accounts and meet with key stakeholders to generate a sufficient pipeline of new opportunities. The role may include cold outreach and prospecting. 
• Maintain and grow the forecast projections for existing business
• Identify, qualify, propose and close new business opportunities in a timely manner, including daily updates of the sales funnel, including accurate forecasts of recurring and non-recurring revenue, timelines and close probabilities. 
• As the National Account Director, you will ensure that all of DNAnexus’ touch points and activities associated with a specific account are meeting customer expectations
• Closely manage software trials and pilots through the establishment of mutually agreed upon success criteria that will result in a contract when successful
• Contact via web-conference, telephone, email and in-person current and prospective customers on a consistent and systematic basis to develop and bring to closure software license orders (net new and renewal business)
• Engage and support channel partners at the field level
• Coordinate attendance of current and prospective customers to DNAnexus events and trade shows to drive knowledge, adoption and usage of the platform
• Develop and maintain a minimum of 3x pipeline to quota of well qualified opportunities to meet and exceed all assigned business objectives and performance requirements on a quarterly and annual basis
• Travel when necessary to develop and bring to closure business with new and existing customers
• Demonstrate command of the DNAnexus product portfolio in-person, phone, or via web-conference

Qualifications

• 10+ years of demonstrated strategic sales experience with large US-based healthcare systems, integrated delivery networks and non-profit research institutes
• Relevant precision medicine, informatics, enterprise platform (e.g. secure data management, research collaboration and workflow) sales experience in healthcare and life sciences
• Working knowledge of medical research and clinical functions in general, and the analysis and use of omics data (e.g. biomarker discovery, clinical trial protocol and design, patient stratification, etc.)
• Proven ability to negotiate contract terms and close complex sales
• Aptitude for understanding and communicating medical, technical and scientific