What if the work you did every day could impact the lives of people you know? Or all of humanity?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.Working at Illumina means being part of something bigger than yourself. Every person, in every role, has the opportunity to make a difference. Surrounded by extraordinary people, inspiring leaders, and world changing projects, you will do more and become more than you ever thought possible.
Basic Function and Scope of the Position:
The Partner Account Manager (PAM) is responsible for ensuring budgeted annual sales and profit objectives are met for Illumina’s Channel Partners and any of its subsidiaries in a given territory. This position focuses on exceeding revenue targets and driving new opportunities in AMEA Emerging markets. 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.
Tasks and Responsibilities:
- Define the channel strategy in a given field territory, including the identification of key market segments
- Drive recruitment of partners to expand into new markets
- Articulate Partner Value Proposition during recruitment
- Assist in developing, implementing and monitoring the annual channel partner Territory Plan to meet and exceed assigned quota and drive incremental sales revenue across the territory (inclusive of setting partner targets)
- 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 leadership position
- Responsible for ensuring the Illumina Channel Partner Portal is completely utilized by the channel partners in given territory
- Conduct and document quarterly and territory 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
All listed tasks and responsibilities are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.
Preferred educational background:
- BA/BS or MS or equivalent degree in Life Sciences or Public Health, MBA or PhD is a plus.
Preferred experiential background:
- A minimum of 6+ years of sales or channel management experience in the Life Science industry
- AMEA wide business/sales experience a plus
- English fluent, ability to effectively communicate and influence internal and external audiences, using both oral and written communication skills
- Knowledge and understanding of the East African Countries landscape a must, in addition to strong Key Opinion Leaders relationship.
Additional skills sets:
- Ability to travel within the region to carry out primary responsibilities (at least 50% of his / her time)
- Executing pull through activities
- Cross functional team player, organizational and time management
- Strong desire to develop business and establish long term relationships with Channel Partners and Customers
- Creativity
- Project Management
Illumina believes that everyone has the ability to make an impact, and 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.
