Strategic Account Director



Mountain View, CA
Full Time
3y ago

Company Description

DNAnexus is the leading cloud-based SaaS company serving the global life science community. DNAnexus’ health informatics platform serves customers across a spectrum of industries — government, biopharmaceutical, clinical diagnostics, healthcare, and academic research in 33 countries with compliant protection of data, privacy, and intellectual property. The platform provides a secure and collaborative environment where genomics, multi-omics, and real world data can be combined with clinical data at scale, providing new insights that can lead to improved diagnostics, new targeted therapies and better patient care.

Job Description

DNAnexus is seeking a tenacious, enterprising, Strategic Account Director to join the team and lead our customer expansion business. The successful candidate will have a demonstrated track record of establishing and growing key partnerships with life science, clinical diagnostic, and healthcare organizations. He/She 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 genomic and precision medicine market including 16 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 named customer’s growing 7 figure annual reoccurring revenue (ARR) relationships.

Reporting to Tim O’Brien, Vice President of Sales, the Strategic Account Director must be an enterprising scientist and driven self-starter who is excited to roll up his/her sleeves, develop our strategic account expansion plan, implement the management process and cadence, and enable our customers to capture scientific value and grow this area of our business.

Required is a demonstrated ability to manage sophisticated relationships within an organization; program management leadership, be comfortable articulating the value of DNAnexus’ technology; and be able to navigate highly complex, solutions-oriented customer conversations with a variety of key stakeholders. 

You know how to partner with our customers, develop an expansion strategy, and guide our 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.  

Key Responsibilities

The Strategic Account Director will:

  • Develop a key account business plan, expansion strategy, and execute.
  • Support ongoing account management, maintain and adhere to customer journeys and lead delivery of key account QBRs.
  • Implement aspects of strategic account management and development.
  • Engage client constituents as thought-partners, with a heavy focus on senior-level decision makers, in order to articulate and differentiate the Company’s value proposition.
  • Develop trusted business relationships 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.
  • Prospect for new opportunities within our customer base.
  • Maintain a robust opportunity pipeline with each account, including qualifying, validating, and assessing opportunities, and identifying and analysing 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.
  • Develop a deep understanding of the client’s internal processes and partner to scale our technology across the enterprise including business use cases and enablement of horizontal support teams and procurement processes.
  • Manage customer satisfaction levels and coordinate/delegate value-adding activities.


Candidate Profile 

Experience includes:

  • 10+ years of enterprise account management experience including program management and selling strategic solutions to healthcare and life sciences organizations; ideally enterprise software or SAAS solutions.
  • Ph.D. within the biological sciences preferred
  • 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
  • Practice in bringing in and 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:

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. 
  • 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.

Additional Information

Based in Mountain View, California, DNAnexus is experiencing rapid growth and is searching for the best talent to join our team. We recently completed a $100 million financing round to advance our growth globally to further serve leading healthcare and life science organizations. Key investors include Google Ventures, Perceptive Advisors, Northpond Ventures, TPG Biotech, and Foresite Capital.

If you are interested in joining our team, please apply today! 

All your information will be kept confidential according to EEO guidelines.

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Onkar By: Onkar