National Account Director, Biopharmaceutical Industry

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) for the biopharmaceutical industry is a field-based, individual contributor role. The role will be responsible for sales activity related to the successful outreach, development, and closure of DNAnexus platform solutions, which form part of the technology stack supporting research, development and other activities involving genomic and phenotypic/clinical data. The Account Director is assigned a territory of named accounts, and their focus will be on generating new business while growing and serving existing customers. Experience in strategic selling across the biopharmaceutical life cycle including positioning solutions to technical and business stakeholders is a mandatory requirement. A working understanding of R&D processes, translational and/or clinical trials, medical affairs and commercial functions, are a prerequisite for success.  

Role Responsibilities

• Work collaboratively with DNAnexus’ solution science, channels, and marketing organizations to build, and execute, a successful business plan for the assigned territory
• Actively engage assigned biopharmaceutical industry accounts and meet with key stakeholders to generate sufficient pipeline of new opportunities
• Maintain and grow the forecast projections for existing business
• Identify and close new business opportunities in a timely manner
• As the National Account Director, you will ensure that all of DNAnexus’ touch points and activities 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 solution partners at the account 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 3x pipeline to quota of well qualified opportunities to meet and exceed all assigned revenue 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 life sciences companies in the pharmaceutical and biotech industries
• Substantial network of established senior buyer contacts, both in the IT department and functional group leadership
• 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 regulatory, technical and scientific concepts, applications and methods.
• Self-starter with a sense of urgency with regard to the handling and management of 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