National Account Director- Diagnostics

Company Description

DNAnexus is a leading provider of secure, scalable, and intuitive biomedical data analysis software and bioinformatics applications for the life sciences and healthcare communities. The company actively manages and supports more than 80 petabytes of complex genomic, multi-omic, and clinical datasets on behalf of a growing network of collaborations with large-scale biobanks, as well as leading pharmaceutical, clinical diagnostic, academic research, and government organizations. Over 40,000 scientists across 48 countries are now using the highly collaborative, cloud-based, end-to-end platform to gain data-driven insights that can advance scientific discovery, accelerate precision medicine, and improve patient care.

Job Description

This is a field-based role under our diagnostics business unit. The National Account Director can be located anywhere and will be responsible for sales activity related to the successful outreach, development and closure of new DNAnexus business which is primarily comprised of migrating compute intensive genomic pipelines, and multi-omics analysis to the DNAnexus platform which runs on AWS and Azure within the assigned list of named accounts. Current research and development, or clinical diagnostics, knowledge and expertise are preferred.

Role Responsibilities

• Work collaboratively with science, channels, and marketing to build, and execute, a successful business plan for your assigned accounts
• Maintain and grow the forecast projections for target accounts
• Identify, and close, new business opportunities in a timely manner
• As the 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 up success criteria that will result in a contract when successful
• Engagement and support channel partners at the field level
• Coordinate attendance of current and prospective customers to web-based events and tradeshows to drive knowledge, adoption and usage of the platform
• Develop and maintain a 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 webinar

Qualifications

Preferred Qualifications

• Demonstrated SaaS sales and performance over achievement for a minimum of three years
• Relevant informatics sales experience in the life sciences industry
• Working knowledge of genomics, pharmaceutical research in general, and the analysis of sequencing data
• Understanding of the diagnostics landscape and ideally with relationships you’ve already established
• Sales experience and proven ability to negotiate contract terms
• Aptitude for understanding and communicating scientific concepts, applications and methods.
• Self-starter with a sense of urgency with regards to the handling and management multiple sales tasks in a results oriented, technical selling environment
• Meet and exceed assigned sales objectives & goals related to activity and opportunity development
• Self-motivated with the ability to work independently while under guidance from manager
• Excellent listening, written and oral communication skills for all business levels
• Accurate, timely, and complete data collection, entry and reporting skills
• Working knowledge and use of Salesforce.com or related CRM and Microsoft Office software suite
• Ability to work in teams and be a team player that is driven by individual performance and contribution
• Ability to travel up to 50% at times or as the job requires

Preferred Experience and Education

• 5+ years direct selling experience of selling solutions into the research and discovery, and informatics domains within Life Sciences and/or Clinical Research.
• Knowledge of the diagnostics and data business market would be helpful.
• BA/BS in business or related degree area with experience in genetics/genomics. It would be a plus if the candidate has an advanced degree in genetics, molecular biology, or similar area of study with lab experience in genetics or equivalent experience

Salary and Other Compensation:

The annual starting OTE is between $280,000- 300,000.  Factors which may affect starting pay within this range may include geography/market, skills, education, experience and other qualifications of the successful candidate.

Benefits:

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