Sr. Commercial Partnerships, Director

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 roadmapDelivered 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 DNAnexusCo-developed and delivered a new strategy & playbook across all key markets and targeted use casesWorked collaboratively with cross functional teams including Sales, Marketing, SDRs, Customer Experience and Product DevelopmentEnsured alignment of new partners with Commercial Enablement programs to maximize prospecting, pipeline acceleration and salesEnhanced sales prospecting tactics, execution and outcomes to produce adequate pipeline and closed sales for partner solutionsAchieved 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 goalsCoordinate and drive selling activities to ensure sufficient pipeline of opportunitiesPlay 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 neededDevelop methodology, in collaboration with Product Partner Leader, to more seamlessly integrate partner tools into the platform to improve adoption and retention ratesBuild relationships and Evangelize the value of DNAnexus, with the targeted Partner community, as the commercial face of DNAnexusCollaborate on joint selling and relationship development and strategic sales opportunities with target end customers to accelerate revenue generationIdentify target partners in collaboration with the Partner Product LeaderNegotiate partnership agreements and proactively manage renewalsCreate and enhance commercial forecast, pipeline management for partner-led or co-led opportunities, alongside the NADsTrack partnership performance in Salesforce, and report financial performance of the partner communityAddress partner concerns and issues, general partner account managementConduct regular business reviews- internal &  externalAlign on co-marketing strategiesCoordinate joint marketing campaignsExplore joint innovation opp