Head of Informatics Sales - US & Canada

The Head of Informatics Sales - USCAN will lead a team of Informatics Sales Specialists for the USCAN Region. They will be responsible for achieving sales and growth targets for our Software/Data Analysis portfolio.  The Head of Informatics Sales Director will be a key touch point for the broader US and Canada 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.

Responsibilities

• Lead the specialized sales team that drives customer adoption, utilization, and sales 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. 

Experience

• Typically requires a minimum of 15+ years relevant experience in Software in Genomics, Healthcare or Life Sciences industry, of which at least 10 in sales and 5 in sales management roles

• Strong 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

• Demonstrated strong communication, presentation, and negotiation skills. 

• Grit, persistence, and can-do attitude, focused on providing an outstanding customer experience

• Able to articulate a clear and inspirational vision, both internally and externally

• Must be located close to a major airport and willing to travel up to ~ 50%, including regular visits to Illumina headquarters in San Diego.  

Education

• Educational background requirements are a Computer Science or Bioinformatics degree or a relevant sciences degree in Molecular Biology, Genetics, or  Biochemistry. Masters or PhD is highly desired. 

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