Director of Informatics Sales - US and Canada

About the role

At Illumina, we are expanding access to genomic technology to realize health equity for billions of people around the world. Our efforts enable life-changing discoveries that are transforming human health through the early detection and diagnosis of diseases and new treatment options for patients. The USCAN Director of Informatics Sales will lead a team of Informatics Sales Specialists for the US and Canada, responsible for achieving sales and growth targets for our Software and Data Analysis portfolio. This role represents Informatics Sales to the broader sales team, including Sales leadership and Illumina Executive Leaders, and reports to the Global Head of Informatics Sales while working closely with the Illumina Head of USCAN region.

The Informatics Sales Specialist team influences bioinformatics data analysis and data management strategies through engagement with C-level executives, business development leaders, IT architects, developers, and bioinformaticians. They establish Illumina as the pre-eminent genomics, transcriptomics, and multi-omics cloud-based and local solutions provider across 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 with the wider sales team and 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 industry events and conferences to build awareness of Illumina’s Informatics portfolio and identify new business opportunities.
• Provide Voice of Customer input and feedback to development teams, marketing teams, and others.
• Analyze the 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, training and enabling the broader regional sales team to sell the full informatics stack.
• Align regularly with sales leadership, 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 for 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.
• Contribute to annual sales plan creation, including revenue targets and operational budget, with a focus on building and growing a strong sales pipeline.
• Leverage deep industry knowledge, experience, and network to develop and close new business opportunities.

Requirements

• 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), related data formats, file types, data footprints, and typical analysis methods.
• 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 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.
• Strong leadership presence through effective communication and presentation skills to influence direction and drive alignment.
• 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.

Qualifications

• Typically requires a Bachelor’s degree in Bioinformatics, Molecular Biology, Genetics, or Biochemistry. Master’s or PhD preferred.
• 18+ years of relevant experience in sales and sales leadership with a Bachelor’s degree; 16+ years with a Master’s; 12+ years with a PhD.
• Must be willing to travel up to ~40%.

Pay

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. 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.

Benefits

• Access to genomics sequencing.
• Family planning support.
• Health, dental, and vision benefits.
• Retirement benefits.
• Paid time off.
• Employee Resource Groups (ERGs) that deliver career development experiences, increase cultural awareness, and offer opportunities to engage in social responsibility.

Illumina is proud to confirm a zero-net gap in pay, regardless of gender, ethnicity, or race, and is committed to providing employment opportunity regardless of sex, race, creed, color, gender, religion, marital status, domestic partner status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, pregnancy, military or veteran status, citizenship status, and genetic information.