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Strategic Account Director

Company: DNAnexus
Location: Mountain View
Posted on: October 10, 2020

Job Description:

Job Description DNAnexus is seeking a tenacious, enterprising, Strategic Account Director to join the team and lead our expansion business within several named key accounts. The successful candidate will have a demonstrated track record of establishing and growing key partnerships with life science, clinical diagnostic, and healthcare organizations. They should be passionate about the future of healthcare and the opportunity to help patients achieve better outcomes. DNAnexus has won an impressive list of blue-chip customers across the broader genomic and precision medicine market including 15 of the top 20 Pharma companies, leading clinical diagnostic companies, medical centers, and public sector organizations. The strategic account director will be responsible for developing and managing our expansion business at several named customers growing 7 figure annual reoccurring revenue (ARR) opportunities. Reporting to Tim OBrien, Vice President of Sales, the Strategic Account Director must be an entrepreneurial thinker and driven self-starter who is excited to roll up his/her sleeves and manage strategy to sell into and scale our largest accounts. Required is a demonstrated ability to manage sophisticated relationships; be comfortable articulating the value of DNAnexus technology; and be able to navigate highly complex, solutions-oriented sales conversations with a variety of key stakeholders. You know how to sell innovation and disruption through customer vision expansion. You will be responsible for guiding customers through technical and business issues to drive greater adoption, value, and usage of DNAnexus. You will align internal resources and partners to sell and support DNAnexus services and solutions and focus on growing revenue. The Strategic Account Director will refine DNAnexus strategic account commercial strategy, serve as a player/coach leader of the key account engagement team and execute against a high-revenue growth imperative. KEY RESPONSIBILITIES The Strategic Account Director will: * Develop a key account business plan, expansion strategy, and execute. * Engage client constituents as thought-partners, with a heavy focus on senior-level decision makers, in order to articulate and differentiate the Companys value proposition. * Implement aspects of strategic account management and development. * Develop trusted business relationship with senior-level decision makers at each account and orchestrate DNAnexus account team execution and relationship development including direct sales, science/technical support, customer success, product, program management and executive management. * Position and leverage sales expansion opportunities to grow and retain dedicated, strategic customers at all levels within their organization. * Support expanding use of DNAnexus: assist in shaping new use cases and architect strong foundations. * Support ongoing account management, maintain and adhere to customer journeys and lead delivery of key account QBRs. * Manage 3rd party partner engagement with clients including system integrators and partner technology providers. * Prospect for new opportunities through networking, lead generation, relationship-building, and lead follow-up, with an end goal of executing a business agreement. * Maintain a robust opportunity pipeline with each account, including qualifying, validating, and assessing opportunities, and identifying and analyzing new strategic opportunities with each named account. * Provide regular pipeline and forecast updates to senior leadership. * Collaborate closely with our product organization to align roadmap with strategic account expansion plans. * Advocate for client needs including feature requests, production support resolution. * Establish proactive health and success reporting and metrics to consistently monitor portfolio and application usage. * Develop a deep understanding of the clients internal processes and partner to scale our technology across the enterprise including business use cases and enablement of horizontal support teams and procurement processes. * Lead solutionprocesses and discussions that result in strategic alternatives based on client history, organization challenges and financial and technical considerations. * Position and leverage sales opportunities to grow and retain dedicated, strategic customers at all levels within their organization. * Understand complex business needs of assigned account(s) and qualify types and levels of opportunities in or out accordingly. * Work closely with DNAnexus management and executive teams. * Manage customer satisfaction levels and coordinate/delegate value-adding activities. CANDIDATE PROFILE Experience includes: * At least 10+ years of enterprise sales experience, selling strategic solutions to healthcare and life sciences organizations; ideally selling software or SAAS solutions. * Experience with complex project implementations and deployments with the largest organizations in healthcare. * Experience partnering with internal teams including sales, executive management, product, customer success and program management to expand business within key accounts. * History of taking a holistic approach to commercial activities. Able to think about the business broadly and expand our business with each named account. * Track record of demonstrating resilience and tenacity willing to take risks, pursue opportunities with persistence, and invest the time and energy required to drive a complex and lengthy deal to a successful finish. * Rich understanding of the healthcare landscape, including the value of patient data to stakeholders across the ecosphere, the organizational structure of pharma and healthcare companies, and the ability to segment and prioritize customer segments based on industry knowledge. * Adaptability and flexibility to changing priorities; demonstrated ability to work creatively in a fast-paced environment, roll-up sleeves and drive results. * Experience in rapidly scaling agile enterprise. * Strong verbal and written communications skills; able to partner on a peer-to-peer level with senior executives. * Attention to detail and ability to work simultaneously on multiple priorities; being metrics-driven a plus; strong project management skills a plus. * History with successfully executing Account Based Marketing and Selling. * Practice in bringing in an managing subject matter experts to further strategic account goals. In terms of the performance and personal competencies required for the position, we highlight the following: SETTING STRATEGY * The inclination to seek and analyze data from a variety of sources to support decisions and to align others with the organizations overall strategy. * An entrepreneurial and creative approach to developing new, innovative ideas that will stretch the organization and push the boundaries within the industry. EXECUTING FOR RESULTS * Accountability and responsibility for key account results. * The ability to set clear and challenging goals while committing the organization to improved performance; tenacious and accountable in driving results. * Comfortable with ambiguity and uncertainly; the ability to adapt nimbly and lead others through complex situations. * A risk-taker who seeks data and input from others to foresee possible threats or unintended circumstances from decisions; someone who takes smart risks. * A leader who is viewed by others as having a high degree of integrity and forethought in his/her approach to making decisions; the ability to act in a transparent and consistent manner while always taking into account what is best for the organization. * Extreme proactivity in identifying opportunities coupled with steps to capitalize on them. * Demonstrated track record of winning. RELATIONSHIPS AND INFLUENCE * Naturally connects and builds strong relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively. * An ability to inspire trust and followership in others through compelling influence, powerful charisma, passion in his/her beliefs, and active drive. * Encourages others to share the spotlight and visibly celebrates and supports the success of the team. * Creates a sense of purpose/meaning for the team that generates followership beyond her/his own personality and engages others to the greater purpose for the organization as a whole.

Keywords: DNAnexus, Mountain View , Strategic Account Director, Executive , Mountain View, California

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