National Account Director, Pharma - DNAnexus

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.

The National Account Director - Pharma (a field-based, individual contributor role) will be responsible for sales activity related to the successful outreach, development, and closure of DNAnexus business focused on accelerating translational 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 in selling across the pharma life cycle including complex sales including technical and business stakeholders is key.  Current research and development, translational and/or clinical trial 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 territory
• Actively engage assigned 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 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 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

Preferred Requirements

• Relevant experience including demonstrated sales and performance over achievement
• Relevant precision medicine, informatics, enterprise platform (e.g. secure data management, research collaboration and workflow) sales experience in the life sciences industry
• Working knowledge of genomics (“omics”), pharmaceutical 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.)
• Understanding of the clinical trial process along with current contacts a strong bonus
• Proven ability to negotiate contract terms and close complex sales
• Aptitude for understanding and communicating 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

Preferred Experience and Education

• 8+ 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 clinical trial marketplace would be beneficial
• 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.

Headquartered in Mountain View, California, with over 220 team members across the United States and Europe, DNAnexus is experiencing rapid growth and market adoption. With the support of leading investors including Google Ventures and Blackstone, and trusted by hundreds of the world's biomedical leaders,  the company is at the innovative forefront with our precision health data cloud to drive scientific breakthroughs.   If you are interested in joining our team, please apply today!