Partner Account Manager (PAM) Clinical

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Position Summary:                    

The Partner Account Manager (PAM) Clinical  is responsible for ensuring budgeted annual sales and profit objectives are met for Illumina’s Channel Partner/s and any of its subsidiaries in a given territory for clinical and healthcare  business. This position focuses on exceeding revenue targets , price realisation , increase utilisation  and driving clinical opportunities in the India market. The PAM serves as the central point of contact for channel organizations and drives growth planning programs in support of business objectives to ensure channel partners are committing to strategic initiatives. This position requires a high degree of cross-functional leadership and organizational skills, creativity and critical thinking, and proven written and verbal communication skills.

Position Responsibilities:

• Define the clinical channel strategy for India, including the identification of key market segments
• Drive recruitment of partners if needed to expand into new markets
• Articulate Partner Value Proposition during recruitment
• Assist in developing, implementing and monitoring the annual channel partner collaborative growth plan to meet and exceed assigned budget and drive incremental sales revenue across the territory (inclusive of setting partner targets)
• This position focuses on price realisation , increase utilisation  and driving clinical opportunities in the India market.
• Mentoring and coaching partners to the sales process in order to drive revenue and shorten the sales cycle
• Negotiate channel contracts, forecasting, sales and support terms
• Responsible for ensuring Illumina’s commitment to customer satisfaction is performed, delivered and constantly improved in channel territory to protect our Brand
• Responsible for ensuring our selected PRM is completely utilized by the channel partners in given territory
• Conduct and document quarterly and collaborative growth plans with all levels of partner management
• Support day to day channel operations and escalation support in a given territory
• Liaise with marketing functions in order to engage and enlist partners to execute lead generation programs, pipeline stimulus programs and joint planning efforts
• Complies with legal training when working with channel partners
• Gain partner mindshare and commitment and have the ability to distinguish among different personas within a partner’s organization
• Manage and track opportunities through the channel demand waterfall
• Execute regular pipeline reporting calls with partners
• Validate any data provided by partners or on PRM to ensure scorecards are correct 
• Leverage Illumina’s CRM / PRM database to effectively monitor and direct customer purchasing activities. Utilize CRM system to provide regular and accurate sales forecast reporting.

Listed responsibilities are an essential, but not exhaustive list, of the usual duties associated with the position. Changes to individual responsibilities may occur due to business needs.

Position Requirements:

• 15+ years of experience in molecular diagnostics, clinical diagnostics, or life sciences, with strong exposure to commercial operations
• Demonstrated capability in solution-based sales, with consultative selling of complex solutions including workflow discussions and application expertise to drive higher utilization
• Strong techno-commercial expertise, with bench-to-commercial sequencing knowledge, to drive value creation and support clinical adoption among new and emerging healthcare customers
•  Strong collaboration, organizational, and time management skills
• Proven ability to develop business and build long-term relationships with channel partners, with a strong focus on customer success
• Experience in driving channel and customer engagement across South Asia (e.g., Sri Lanka, Bangladesh, Nepal) will be an added advantage
• Willingness to travel within the region to effectively manage responsibilities

We are a company deeply rooted in belonging, promoting an inclusive environment where employees feel valued and empowered to contribute to our mission. Built on a strong foundation, Illumina has always prioritized openness, collaboration, and seeking alternative perspectives to propel innovation in genomics. We are proud to confirm a zero-net gap in pay, regardless of gender, ethnicity, or race. We also have several Employee Resource Groups (ERG) that deliver career development experiences, increase cultural awareness, and offer opportunities to engage in social responsibility. We are proud to be an equal opportunity employer 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. Illumina conducts background checks on applicants for whom a conditional offer of employment has been made. Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable local, state, and federal laws. Background check results may potentially result in the withdrawal of a conditional offer of employment. The background check process and any decisions made as a result shall be made in accordance with all applicable local, state, and federal laws. Illumina prohibits the use of generative artificial intelligence (AI) in the application and interview process. If you require accommodation to complete the application or interview process, please contact accommodations@illumina.com. To learn more, visit: https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf. The position will be posted until a final candidate is selected or the requisition has a sufficient number of qualified applicants. This role is not eligible for visa sponsorship.