The USCAN Director of Informatics Sales will lead a team of Informatics Sales Specialists for the US and Canada. They will be responsible for achieving sales and growth targets for our Software and Data Analysis portfolio. The Director of Informatics will represent Informatics Sales to the broader sales team, including Sales leadership and at times Illumina Executive Leaders. They will report to the Global Head of Informatics Sales, and work in tandem with the Illumina Head of USCAN region.
The Informatics Sales Specialist team influences bio-informatics data analysis and data management strategies through effective engagement with C-level executives, business development executives, IT leaders, architects, developers, and bioinformaticians. They are establishing Illumina as the pre-eminent genomics, transcriptomics and multi-omics cloud-based and local solutions provider to the Research, Clinical, Pharma, Population Genomics and Healthcare sectors.
Responsibilities- Lead the specialized sales team that drives customer choice, utilization, and purchase of our Informatics products.
- Mentor, support, grow, and motivate your team towards exceeding their targets, while collaborating effectively with the wider sales team as well as various internal stakeholders.
- Ensure accurate reporting of pipeline, opportunities, and forecasts.
- Prepare and present relevant sales performance data as needed.
- Develop and maintain positive relationships with key customers, academic institutions, thought leaders and KOLs.
- Represent Illumina at relevant industry events, conferences, to build awareness of Illumina's Informatics portfolio and identify new business opportunities
- Provide Voice of Customer input and feedback to development teams, various marketing teams and others as needed.
- Analyze competitive landscape and customer needs to refine value propositions and influence roadmaps and pricing strategies
- Develop and execute Commercial Informatics Sales strategies in collaboration with key internal stakeholders. Ensure that such strategies leverage the broader regional sales team, by training and enabling them to sell the full informatics stack.
- Align regularly with sales leadership team members, including District Sales Managers, General Managers and the Head of Region to ensure successful achievement of Bioinformatics sales goals.
- Act as the main point of contact of your team with key Software related teams within Illumina, such as Product Management, Product Marketing, R&D, and Professional Services.
- Work closely with other Regional Informatics Sales Leaders and the Head of Informatics sales to share experience, provide cross-regional support, define and track relevant KPIs to ensure relevant objectives are met.
- Contribute to annual sales plan creation, including revenue targets and operational budget. This also includes significant focus on building a strong sales pipeline and growing the pipeline over time.
- Leverage their deep industry knowledge, experience, and network to develop and close new business opportunities.
Expertise and experience- In depth knowledge of genomics sequencing workflows, applications, and use cases. Understanding of key challenges faced by clinical, research, pharma, and population genomics customers.
- Knowledge of DNA/RNA Sequencing applications (current and emerging), and related data formats, file types, data footprints, and typical analysis methods and use cases
- Good knowledge of cloud services and providers for genomics
- Demonstrated success leading a sales team and achieving consistent growth in a highly matrixed environment - Prior experience in leading a functional commercial team that operates in support of a broader account management team.
Skills- Data-driven analytical mind, able to dig deep into sales data, pricing models, and customer-related information to extract learnings and action items
- Exceptional coaching and mentoring skills
- Demonstrates a strong leadership presence through effective communication and presentation skills to influence direction and drive alignment between stakeholders.
- Drives high-quality customer experiences through focused, ongoing, proactive engagement and continuous improvement.
- Able to articulate a clear and inspirational vision, both internally and externally
Work Experience/Education- Typically requires a Bachelors of Science degree in Bioinformatics, Molecular Biology, Genetics, or Biochemistry.
- Masters or PhD is preferred.
- Typically requires 18+ years relevant experience in sales and sales leadership with a Bachelors degree; 16+ years of relevant experience with a Masters; 12+ years with a PhD.
- Must be willing to travel up to ~ 40%.
The estimated base salary range for the Director of Informatics Sales - US and Canada role based in the United States of America is: $187,400 - $281,000. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. The range reflects long-term growth in the role; therefore, most candidates are hired between the minimum and middle of the range. Placement depends on experience, skills, location, and internal equity. Additionally, all employees are eligible for one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits as innovative as our work, including access to genomics sequencing, family planning, health/dental/vision, retirement benefits, and paid time off.
