The posting
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
Illumina's BioInsight Platform is the commercial and access foundation for how customers buy, access, and adopt Illumina software — spanning tenancy and account model, IAM, entitlements, credits, trials, savings plans, usage metering, billing, and the connected path that brings DRAGEN, Connected Multiomics, Emedgene, and related tools onto a single commercial model. As Director of Software Technical Product Management, BioInsight Platform Commercialization, you own the commercial product strategy that turns platform capability into revenue, attach, and durable customer adoption.
You lead the market-facing half of BioInsight Platform product management: pricing and packaging, go-to-market readiness, field and channel partner enablement, commercial deal support, and the outbound product motions that convert trials and evaluations into paid, growing customer accounts. You partner tightly with Global Software & Informatics Sales, Finance, Support, Marketing, and with the other software application product leaders whose tools ride on the platform. This is core software product managment discipline: the platform is the product, and impacts every customer we support with our software.
This role directly shapes the future of software adoption at Illumina, and has a profound impact on Illumina's ever-expanding set of complete solutions for customers.
Scope of Responsibilities
- Own BioInsight Platform commercialization end-to-end: tenancy / account model, IAM, entitlements, usage metering, billing product behavior, pricing, packaging, commercial SKUs, trial-to-paid conversion, savings plans / BICs, attach motions, and field readiness
- Lead a team of technical product managers and commercial / solutions-oriented product talent; hire, coach, and set the bar for commercially excellent product management
- Operate as the primary product counterpart to Software Sales leadership on platform deals, RFPs, enterprise negotiations, and strategic account motions
- Define and drive GTM for major platform commercial releases — messaging, enablement, sales plays, objection handling, and launch instrumentation
- Own commercial outcome metrics: trial conversion, attach rate, savings-plan adoption, platform ARR / commit, time-to-first-value, and expansion
- Partner with Finance, Deal Desk, and Legal on commercial constructs; ensure pricing and packaging are operable in SAP, SFDC, and quoting tools
- Navigate ambiguity across diverse stakeholders; create clarity for field, partners, and internal customers
- Represent platform commercialization in BioInsight leadership forums; escalate tradeoffs with clear recommendations
Responsibilities
- Establish the multi-quarter commercialization roadmap for BioInsight Platform — pricing changes, packaging moves, trial programs, channel motions, and enablement campaigns — with clear outcome metrics
- Lead Voice of Customer and win/loss on commercial friction: why deals stall, why trials fail to convert, where quoting and billing create field drag
- Own product input to pricing and packaging decisions; partner with Finance on margin, discounting guardrails, and commit structures
- Enable Sales and Customer Success with sales plays, battlecards, worked commercial examples, demo narratives, and deal desk guidance for platform SKUs
- Support strategic and enterprise deals — customer briefings, executive presentations, RFP responses, and commercial/technical narratives
- Align with Marketing on platform positioning, launch content, and competitive response when commercial model is the differentiator
- Instrument the funnel (signup → trial → paid → expand); run experiments; close the loop with Core Product on product changes that unblock conversion
- Build and develop the commercialization team; set working agreements with Sales, Finance, Support, and application TPMs
- Raise the bar on documentation, playbooks, and cross-functional operating rhythm so commercialization does not depend on heroics
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.
Experience / Education
- Typically requires a Bachelor’s degree and a minimum of 18 years of related experience in a technical or business field (computer science, bioinformatics, life sciences, engineering, business) or equivalent experience; MBA or advanced degree a plus
- Typically 12+ years of progressive experience in product management, product-led growth, or commercial product leadership for B2B / enterprise software, with 5+ years leading managers or senior ICs
- Proven ownership of pricing, packaging, or monetization for a platform or multi-product portfolio
- Experience in complex multi-product enterprise SaaS strongly preferred. Life sciences, health tech, or genomics experience is not required.
- Demonstrated ability to partner with Sales leadership on enterprise deals and to translate commercial friction into product and process change
- Strong executive communication skills; comfortable in ELT and customer-executive settings
- Familiarity with cloud commercial models (PAYG, commits, credits, trials) and with regulated / quality-conscious software environments is a plus
Requirements
- Track record shipping commercially successful software products or platforms at scale
- Ability to craft strategy, translate it into roadmaps and GTM plans, and drive adoption metrics
- Comfort discussing architecture, entitlements, APIs, and operational constraints with engineering — without owning engineering delivery
- Experience building or scaling a product management team; mentoring senior PMs
- Analytical rigor: funnel metrics, cohort analysis, pricing experiments, win/loss synthesis
- Cross-functional leadership across Sales, Finance, Marketing, Legal, and Support without formal authority
All listed requirements are deemed as essential functions to this position; however, business conditions may require reasonable accommodations for additional task and responsibilities.
#LI-HYBRID
The estimated base salary range for the Director, Software Technical Product Management - BioInsight Platform Commercialization role based in the United States of America is: $205,100 - $307,700. Should the level or location of the role change during the hiring process, the applicable base pay range may be updated accordingly. The range reflects long‑term growth in the role; therefore, most candidates are hired between the minimum and middle of the range. Placement depends on experience, skills, location, and internal equity. 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.
