Executive Strategic Account Manager

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.

Position Summary:

The Strategic Account Manager (SAM) will act as the dedicated account leader, driving Illumina’s business growth and fostering strong partnerships with designated leading international research centers and industrial customers.

As a senior member of the cross-functional account team, the SAM will oversee the delivery of Illumina’s technology, services, and support for one or more named accounts. This role is pivotal in building and maintaining a seamless partnership with customers to maximize:

• Adoption and utilization of Illumina products
• Financial performance and business growth
• Customer satisfaction
• Product and technology development and optimization

The SAM will set strategic goals for the account team, provide feedback, and ensure effective communication between Illumina and the customer. By aligning customer objectives with Illumina’s solutions, the SAM will manage both the relationship and the deployment of resources to achieve mutual success.

Scope of Responsibilities:

• Develop executive-level engagement strategies to strengthen relationships with C-suite stakeholders and align Illumina solutions with their strategic objectives.
• Create and execute strategic account plans that drive growth, meet and exceed quarterly and annual quotas, and align with organizational goals.
• Build and maintain high-value, long-term customer relationships through consultative and strategic sales techniques.
• Identify and pursue new business opportunities within existing accounts, including expansion into adjacent markets, while managing a robust short-, medium-, and long-term sales pipeline.
• Lead quarterly business reviews (QBRs) with key accounts to communicate performance, align on goals, and identify growth opportunities.
• Collaborate cross-functionally with marketing, product development, and technical teams to deliver tailored solutions and maximize customer success.
• Drive strategic account planning by analyzing customer business models, market trends, and competitive positioning to inform long-term growth strategies.
• Champion customer advocacy internally, ensuring feedback influences product development and service enhancements.
• Monitor and mitigate risks related to account performance, customer satisfaction, and competitive threats.
• Develop joint strategic initiatives with customers to accelerate innovation and adoption of Illumina technologies.
• Represent Illumina at industry conferences and events to strengthen relationships and identify emerging opportunities.
• Prepare and deliver compelling presentations; participate in sales activities, demonstrations, training, and support.
• Negotiate complex sales opportunities within company guidelines, maintaining pricing integrity; generate contracts and quotations.
• Manage account details in Illumina’s CRM system to monitor purchasing activities, identify growth opportunities, and provide accurate and timely sales forecasts.
• Serve as the central communication point for all aspects of the business relationship; provide regular updates to Illumina leadership on account status and strategic initiatives.
• Oversee the sales process, including pricing, pipeline visibility, forecasting, and order management.
• Lead account team activities to ensure efficient sales support, field service, and technical assistance.
• Facilitate the introduction of new technology platforms and products to key accounts.
• Stay current on product and technology training requirements to maintain technical expertise.
• Share best practices for strategic account management internally to drive continuous improvement.

Position Requirements:

• Strong technical background in molecular biology or genomics is required.
• Consistent track record of exceeding sales quotas and driving significant revenue growth, with demonstrated success in managing complex, high-value accounts.
• Proven ability to engage and influence at the C-suite level, both internally and with customer organizations.
• Excellent listening, time management, organizational and interpersonal skills.
• Strong negotiation skills including experience with high value capital equipment
• Detail-oriented and committed to exceptional service.
• Field travel up to 50-60%, including national and regional meetings and tradeshows

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 Experience/Education/Skills:

• Typically requires a minimum of 12 years of related experience with a Bachelor’s degree; or 8 years and a Master’s degree; or a PhD with 5 years of experience; or equivalent experience.

The estimated base salary range for the Executive Strategic Account Manager role based in the United States of America is: $170,600 - $255,800. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. Compensation decisions are dependent on several factors including, but not limited to, an individual’s qualifications, location where the role is to be performed, internal equity, and alignment with market data. Additionally, all employees are eligible for one of our variable cash programs (bonus or commission) and eligible roles may receive equity as part of the compensation package. We offer a wide range of benefits as innovative as our work, including access to genomics sequencing, family planning, health/dental/vision, retirement benefits, and paid time off.

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 [email protected]. 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.