Sr. Commercial Partnerships, Director

DNAnexus is the enterprise platform for precision health.  We are on a mission to accelerate the development, approval and delivery of personalized treatments.

Building on 15 years of bioinformatics innovation and genomics expertise, DNAnexus provides the cloud platform that centralizes and enriches multimodal omics data, supports an extensive suite of informatics use cases, and allows secure collaboration across the care continuum.  DNAnexus powers a connected ecosystem trusted by the world’s precision health leaders.  This flexible ecosystem makes omics and real-world data accessible, actionable, and secure, while unlocking insights that improve patient lives. For more information visit www.dnanexus.com or follow @DNAnexus on social media.

As we pursue these goals, it remains essential to us that we stay grounded in our values and adhere to the highest standards.  At DNAnexus, you will be joining an ambitious, supportive, and driven team with diverse backgrounds but a shared passion to deliver on our mission to make personalized medicine a reality for all.

The Opportunity at DNAnexus:

Reporting to the Head of U.S. Sales, the Sr. Commercial Partnerships, Director will be responsible to nurture and grow an ecosystem of strategic partnerships, including data, tools and applications, which add value to the DNAnexus platform community of users and generate significant revenues for DNAnexus.  

DNAnexus has an extensive portfolio of partnerships that are critical to our continued growth as a best-in-class platform for multi-omics research, engagement, and collaboration.  This role requires close collaboration with the Partner Product leader, and with other team members across the organization to ensure alignment with our platform product strategy. The core focus of this role will be in support of our commercial partner agreements, working with partner enablement and planning, and go-to-market coordination. The right candidate will be a thought leader and an innovator. They will maintain a pulse on market trends and the competitive landscape along with possessing strategic acumen to identify critical market opportunities.

Looking back on your first 12 months at DNAnexus, you will have…

• Co-developed, communicated, and ensured optimal execution of the partnership strategy across targeted partners in all core market segments (Diagnostics/Diagnostic Labs, Pharmaceuticals, Health Systems, Federal Government)
• Understood opportunity/viability of key partners and their alignment to the DNAnexus product strategy and roadmap
• Delivered newly contracted partners to the DNAnexus ecosystem that have proven market demand delivering both high customer value and engagement as well as targeted revenues to DNAnexus
• Co-developed and delivered a new strategy & playbook across all key markets and targeted use cases
• Worked collaboratively with cross functional teams including Sales, Marketing, SDRs, Customer Experience and Product Development
• Ensured alignment of new partners with Commercial Enablement programs to maximize prospecting, pipeline acceleration and sales
• Enhanced sales prospecting tactics, execution and outcomes to produce adequate pipeline and closed sales for partner solutions
• Achieved and accurately forecasted the annual revenues targeted / derived from the portfolio of partners (ARR)
• Achieved and accurately forecasted the annual retention targeted / derived from the portfolio of partners (ARR)

You will accomplish these outcomes through the following responsibilities…

• Create and maintain the GTM strategy & playbook for ensuring a robust partner ecosystem that is highly utilized by DNAnexus platform users and exceeds targeted partner revenue goals
• Coordinate and drive selling activities to ensure sufficient pipeline of opportunities
• Play the role of the closer when needed to both improve your team’s skills as well as move an opportunity over the finish line 
• Provide coaching and mentorship to internal stakeholders as needed
• Develop methodology, in collaboration with Product Partner Leader, to more seamlessly integrate partner tools into the platform to improve adoption and retention rates
• Build relationships and Evangelize the value of DNAnexus, with the targeted Partner community, as the commercial face of DNAnexus
• Collaborate on joint selling and relationship development and strategic sales opportunities with target end customers to accelerate revenue generation
• Identify target partners in collaboration with the Partner Product Leader
• Negotiate partnership agreements and proactively manage renewals
• Create and enhance commercial forecast, pipeline management for partner-led or co-led opportunities, alongside the NADs
• Track partnership performance in Salesforce, and report financial performance of the partner community
• Address partner concerns and issues, general partner account management
• Conduct regular business reviews- internal &  external
• Align on co-marketing strategies
• Coordinate joint marketing campaigns
• Explore joint innovation opp

What you bring to DNAnexus(required):

• 10+ years of relevant commercial experience building and managing high performing partner ecosystems in the key domains (Healthcare, Health-tech, Life Science, Molecular Diagnostics)
• Expertise in determining the optimal partnership relationship construct (e.g. Reseller, Revenue Share, etc)
• Deal making and negotiations expert to secure strategic, mutually beneficial, terms with all DNAnexus partners
• Demonstrated successful track record securing partnerships with large and small technology, data, service and solution provider vendors
• Experience in client-facing roles of increasing responsibility delivering innovative SaaS recurring revenue software solutions, analytics, or consulting services to Life Sciences, Health Systems and/or Diagnostics
• Deep Industry expertise across key market segments (including how use of omics contributes to key business objectives)
• Executive presence to “carry the room” demonstrating industry expertise to command credibility
• Negotiating skills and experience successfully navigating complex deal constructs
• Experience managing distributed teams across varying market segments
• A unifying approach that successfully brings cross functional teams together to “get stuff done” including sales, marketing, customer success, product development, legal and finance
• Advanced storytelling, communication, and interpersonal skills, and experience owning high-profile customer relationships
• Ability to successfully manage multiple customer relationships and projects with high quality and grace under pressure
• Demonstrated track record of growing and retaining high performing teams and culture in a fast-paced, dynamic and rapidly changing startup environment
• A “doer”, with an entrepreneurial spirit - able to effectively manage ambiguity and operate in build mode.
• Proven domain expertise with experience building business cases and communicating client-specific value propositions and establishing yourself as a trusted advisor, both internal and externally facing.
• Excellent written, verbal and presentation skills.
• Undergraduate degree in a STEM field
• MBA highly desirable

Compensation at DNAnexus

The pay range for each job posting reflects a minimum and maximum range of pay that we reasonably expect to pay across all U.S. locations and may span more than one career level. We carefully consider multiple business-related factors when determining compensation, including job-related skills, work experience, geographic work location, relevant training and certifications, business needs and market demands.

The U.S. national starting annual compensation for this role is listed below. This position may be eligible for quarterly bonuses based on attainment of company goals in accordance with a written agreement or plan.

$150k - $180k

Where You’ll Work

While Boston is the preferred location for this role, DNAnexus has a hybrid work model so remote candidates may be considered.  We recognize the power of choice and importance of flexibility for the well-being of both our company and our individual team members.

What We Offer

Positions may be eligible for company benefits in accordance with Company policy. We offer a competitive total rewards package including medical, dental and vision coverage along with a broad range of supplemental benefits including 401k Retirement Plan, and more. We also offer paid time off for vacation, sickness, holiday, and bereavement. This information is intended to be a general overview and may be modified by the Company due to business-related factors.

Equal Opportunity Statement

DNAnexus provides equal employment opportunities to all applicants and employees. We prohibit discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. 

Headquartered in Mountain View, California, with over 220 team members across the United States and Europe, DNAnexus is experiencing rapid growth and market adoption. With the support of leading investors including Google Ventures and Blackstone, and trusted by hundreds of the world's biomedical leaders,  the company is at the innovative forefront with our precision health data cloud to drive scientific breakthroughs.   If you are interested in joining our team, please apply today!