National Account Director, Health Systems

Dnanexus • Mountain View, CA

285d • $280,000 - $300,000

About The Position

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.

Requirements

• 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 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 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, Google Workspace or 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 approximately 50% at times or as the job requires

Nice To Haves

• MBA or related scientific masters-level degree
• Advanced degree in genetics, data science, molecular biology, or similar area of study, including lab experience in genetics or other ‘omics
• PhD or MD's with enterprise sales skills are highly desirable and will be prioritized

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.
• 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

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Professional, Scientific, and Technical Services
• Education Level: Master's degree